The Trusted Technician Podcast from SBE is a must-listen for technicians who want to set themselves apart. This short format podcast covers topics from a fresh perspective of increasing trust. We take care of the customer first. Learn the tips and strateg
SBE - Service Business Evolution
Joey from Horne Heating and Air Conditioning in North Carolina has worked through installing, running service and maintenance calls, and now has a full-time focus on what he enjoys most...selling HVAC systems. He believes your success comes down to your process, trust, and relationships, and not to your prices.Key Takeaways:Selling HVAC systems in the off-seasonWhat does it mean to have a processWhat do customers want when they are replacing their systemsLearn more at sbeodyssey.comFollow us on socials: Facebook | Instagram
Julie from Anderson Heating & Cooling in North Carolina shares her experience from nearly two decades as a maintenance technician and why she loves running Maintenance Agreement calls. She strongly believes in building trust and taking care of people and their homes.Key Takeaways:Why maintenance calls are her favorite calls.Why her customers trust her so much.How she sells so many systems on maintenance visits.Learn more about SBE at sbeodyssey.comConnect with us on social media: Instagram |Facebook
DJ from Geerts Plumbing & Heating in Iowa joins this episode to share about how he's off to a great start after the first quarter of the year. He's learned to ask some great questions and then let the customer think about it and answer. Listen in to hear some of his questions he asks!Key takeaways:It's not about what you say, it's about what the customer says, so let them talk.What he's learned about customers and what they want.The mindset behind setting a big goal and having a plan to hit it. Learn more about SBE at sbeodyssey.comConnect with us on social media: Instagram |Facebook
Chad from HVAC Comfort in Michigan shares how fully committing to following a process as an HVAC technician has led to big improvements in his calls. Key Takeaways:Changing his mindset about the opportunities that exist and what homeowners are expecting.Understanding the homeowner's goals and concerns.Getting motivated by seeing what was possible.Ongoing conversations throughout the call help to notoverwhelm homeowners Learn more about SBE at sbeodyssey.comConnect with us on social media: Instagram |Facebook
Austin from Universal Heating & Cooling in Tennessee joins to share how he enjoys helping his HVAC customers but makes sure to ask questions first before jumping into any type of education mode.Key takeaways:Make sure your customers are up to date on industry trends and changes.Stay consistent by having a way to reset yourself in between calls.Be self-aware about the process you want to follow to make corrections.Learn more about SBE at sbeodyssey.comConnect with us on social media: Instagram |Facebook
Josiah from Daniell Heating & Air in Arkansas shares the huge lightbulb moment that changed everything for him when it comes to HVAC indoor air quality products and his customers. Key Takeaways: Learn how Josiah has an incredibly high close rate on IAQ products. What it was that changed his thinking and his conversations with customers. How to run thorough maintenance visits that uncover pain points and needs from the customer. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Franco from Cowboys Air Conditioning & Heating in San Antonio, Texas, is the #1 ranked technician in the SBE 2024 HVAC technician rankings. He shares how getting employed as a technician has changed his life and the tips he has found that led him to his success. Key Takeaways: How important training is to him and what he has accomplished. Improvement through actually practicing the training. It's all about remembering to ask the important questions. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Gavin from Wally Falke's Heating & Air Conditioning in California joins to share how, over 4 years, he went from being completely brand new to HVAC to becoming a million-dollar revenue producer. He shares how he: Had good progress every single year. How he broke through to become a successful technician. Why his first year was very important in deciding what kind of technician he wanted to be. How he overcame his fear of being seen as a salesperson. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Ty from Patrick Riley in Arizona joins to share how he helps HVAC Technicians and plumbers find success through showing their customers how much they care. Key takeaways Time you spend with customers shows how much you care. How to do a million in revenue as a technician/plumber. His most successful technicians/plumbers run the fewest calls. Take pride in your work, and don't be afraid to show things to your customers. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
John from George Brazil in Arizona shares how it is not about educating your customers. You should actually be letting your customers educate you. Key Takeaways Get to know every customer and how they want to be helped best. Listen and actually think about what your customers are saying or trying to say. Be patient and let your customers feel seen. Trust happens when your customers feel it is OK to open up with you about their concerns. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Bryan from George Brazil in Arizona joins to share how, if you don't 100% trust and buy into your process and fully believe in it, it won't ever get you the results you are wanting. Key Takeaways: He is going to do more revenue this year than double the number of calls the year prior. The machine is the least important part of your call. - Don't be the 15-minute HVAC Demand Call Technician. What customers actually want in a demand or maintenance visit. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Thomas from McCoy's Heating & Air in Tennessee shares how he coaches HVAC technicians to become more aware of what they do that is both working and not working. He also shares tips for using riding-alongs as a great way to coach. Key Takeaways: Actions create the motivation, not the other way around. What he learned as an HVAC technician and how that helps him now coach and train other technicians. How to avoid the common mistakes that get made on technician ride-along. The ability to be able to self-coach and self-correct as a technician in between calls. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Austin from Harris Air Services in Texas shares how having meaningful goals is very important for an HVAC technician to stay consistent and on their process. Key takeaways: To build trust with a customer, you need to enjoy what you do. You can't have accountability without having a process. Coaching works best when there are meaningful goals. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Jason from Andersen Heating & Cooling in North Carolina joins and shares how his mental state and goals affect his motivation and performance as an HVAC technician. Key Takeaways: Every technician is motivated differently. Goal setting and its importance to know your goals and your progress towards your goals. How his revenue last year ended differently than it started, and what he did to change his outcomes for this year. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
In this special episode of the podcast, SBE Trainers Zak and Louis join to share their perspectives from their time in the field running HVAC calls. This perspective helps them understand how to get the most out of training. Key Takeaways: Things they know now as trainers they wish they knew when in the field. Why companies struggle with training and being consistent with results from training. How to build a system around training so that it is effective. The most important thing that goes along with training that most companies don't do. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Hunter from D&R Heating & Cooling in West Virginia shares how learning a process to follow on his HVAC service calls helped him create guardrails to stay on track, have better conversations, and better help his customers. Key Takeaways: Guard Rails keep you from going off the cliff by going in the wrong direction with customers. How to separate Mechanical Problems from People Problems. Why it's helpful to understand customers' wants vs needs. The secret to selling a lot of add-on accessories. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Will Calhoun from NWA Cooling & Heating in Arkansas joins the podcast again to share tips for making it through the busy summer HVAC season in the most productive and efficient way possible. Key Takeaways: Not every customer needs the same amount of time. With so many calls coming in during demand rush, you have to have a way to manage your time. Good questions help qualify customers. By qualifying, customers can get the help and attention they prefer. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Cori, a Maintenance Technician from George Brazil Air Conditioning & Heating in Phoenix, AZ, shares his strategy for running high-level maintenance visits. Key Takeaways: Learning HVAC - Both the mechanical skills and the people skills. Keeping customers engaged and involved in the maintenance visit. What the homeowner wants from their HVAC maintenance visits. How to make your visits more engaging and interactive. Asking questions as you find things on the visit. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Phillip from George Brazil in Phoenix, AZ is a Maintenance Technician and shares his strategy for running high level maintenance visits. Key Takeaways: The right mindset to have while running HVAC Maintenance Visits. What homeowners want from their maintenance visits. What it means to slow down and how long a maintenance visit should take. How to better communicate and help homeowners understand what is going on during a maintenance visit. Opportunities on a maintenance visit. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Caleb, a maintenance technician from George Brazil in Phoenix, AZ, shares his strategy for running high-level maintenance visits. Key Takeaways: Why maintenance is so important for HVAC Systems. How to help homeowners understand the importance of regular maintenance. Why, as a technician, you must also be sold on maintenance. Running a thorough maintenance visit that builds value and trust. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
John from Alexander Services shares how consistency is the key to improvement for him. His HVAC journey has been finding ways to improve consistency and stay in the right mindset. Key Takeaways: Why we stop consistently doing things that have been working well. Our Mindset impacts how consistent we are with all of the little details. It is not enough to consistently ask questions. You need to know why you are asking each question. If something is important to you, it will be important to your customers. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Larry from Itak Heating & Cooling in New Jersey shares how he went from a problem solver to a Trusted Advisor and how that helped him find success with his HVAC career. Key takeaways from this episode: Finding a new process and changing old habits is hard. Asking questions shows that you care. Asking questions is not enough. You need to show that you listen and do something with that info. Stay on top of your training and practice so you don't lose skills. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
John from Hopkins in South Florida joins the podcast again to share how he stays motivated and constantly improves as an HVAC technician through coaching and training. Key takeaways from this episode: How to learn the skill of goal-setting How goals lead to motivation Why coaching is so important What effective coaching looks and sounds like The right mindset about training How being an HVAC technician has changed his life Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Curtis from Patrick Riley in Arizona joins the podcast again to share how he approaches the HVAC off-season and makes the most of every single opportunity. Key takeaways from this episode: Slow down, be really thorough, and don't miss details. Have the right mindset and ignore limiting beliefs about what people will spend. Focus on the right opportunities at the right times. Building trust and adjusting your strategy during each call. Don't get tunnel vision on just the equipment. There is so much more around the house. How he did $75,000 in revenue on a single, slow day. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Chris from Russell's Heating Cooling Plumbing and Electric in Virginia shares how loving install work and the attention to detail of a good install helped him become a top HVAC technician and the lessons he has learned along the way. Key Takeaways: How to constantly improve and get better through analyzing everything Follow a process so you can repeat what works and remove what doesn't Ask questions to understand the customer. Each one is different and needs to understand who they are Focus on engagement and trust Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Matt from Patrick Riley in Phoenix, Arizona, shares how HVAC technicians can bring more clarity and consistency to their results by getting clear and consistent with their process. Key Takeaways: If you are guessing what to do on a call, you aren't following a clear process. Results won't be immediate when you change your process. You have to work at it and get through the "valley of woe." You have to have trust that the result of your process is to benefit the customer. How to stay proactive in finding ways to grow. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Berto from Burkhardt Heating & Cooling in Wisconsin shares how learning to always provide options while showing empathy has taken his ability to help customers to new levels. Takeaways: Always Give Options to Customers for Every Scenario How to demonstrate empathy to build trust Slow down and ask better questions so that you can give the right options Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Morgan from Kellam Mechanical in Virginia shares his approach to taking care of his customers, which keeps him always booked for months out. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Christian is a technician at Jackson & Foster Heating & Air Conditioning, and he shares how he's improved his revenue and found success without sounding like a salesperson. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Richard from Kellam Mechanical in Virginia shares how he stays positive and focused on maintaining success year-round, even outside of demand seasons. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Jeff from Blazer shares how using a consistent process for his calls led to more than doubling his revenue. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Nathan from Harris shares how his process shows value by using curiosity and listening so it doesn't sound like he is just following a script. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
In this episode, Joe, a Technician at Kale Company Heating & Air Conditioning in Moline, IL, shares from his 34 years as an HVAC Technician. Hear about how things have changed and why he has stayed with it for so long. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Less than six months ago, before this conversation, Kylie from George Brazil Air Conditioning & Heating managed the meat department at a grocery store. Now, she's running successful maintenance visits as an HVAC Technician. Listen to her incredible story on how that's possible! Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Steve from Blair Heating & Air in California talks about how if you aren't careful, your ego will keep you from being successful with sales. Instead, he goes through tips for how to learn, listen, ask questions, and get better by removing your ego from your sales process. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Charlie from George Brazil in Phoenix, Arizona, was rookie of the year last year in the SBE rankings. He shares how he is dialing in his process by not being afraid to try things and using each call to work on things to make his process better. Regional Training Dates - Learn more and register at https://sbeodyssey.com/regional-training Service Champions - Level 1 SEPT 21 & 22: Nashville, TN OCT 2 & 3: Richmond, VA OCT 5 & 6: Virginia Beach, VA OCT 17 & 18: Charlotte, NC Special Regional Training Events Service Champions - Level 2 SEPT 18 & 19: Houston, TX Trusted Advisor for Comfort Consultants 2-Day SEPT 26 & 27: Phoenix, AZ Service Champions - Level 1 (3-Day) OCT 2-4: Dallas, TX Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook Don't forget to subscribe to our podcast so you know when the latest episodes are released!
Cory Holman, co-owner of George Brazil in Phoenix, Arizona, explains the tough situations facing HVAC comfort consultants right now and how truly understanding consultative selling is the answer to overcoming them. Join Cory's NEW Trusted Advisor Regional Training with SBE in Phoenix, AZ, on September 26th & 27th in the NEW state-of-the-art, million-dollar training facility at George Brazil/Patrick Riley. Save your seat at: sbeodyssey.com/regional-training/phoenixaz-2-day-trusted-advisor Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Jonathan from Woolridge Heating & Air Conditioning in Virginia shares from his vast experience of helping his customers. Using his story-based approach, Jonathan did over a million dollars in revenue last year outside of the demand season in the maintenance and tune-up seasons. Register for Regional Training in a city near you at sbeodyssey.com/in-person-training Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Learn more about selling HVAC equipment with Forrest, an installer turned technician turned comfort consultant from Horne HVAC, as he transformed his sales by learning to bring organization to his thinking and process. Listen in to discover the power of a well-defined plan combined with learning to appreciate practicing and training and how it turned Forrest into a sales success story. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Curtis from Patrick Riley in Arizona shares his record-setting goals and his pace for the year. He shares how his mindset helps him avoid slumps and maximize every opportunity in his goal to go further than any technician in our program has gone before. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Jason from Dunco Heating & Cooling in Lawrence, Kansas, shares how his strategy of getting incrementally better every year has enabled him to continually make his customers happier while focusing on improving and practicing his skills. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
Gerald from Kellam Mechanical in Virginia lived without HVAC, so he knows passionately the service he provides to his customers helps them be comfortable. Hear how after many years of running calls, he changed his mindset and, in return, achieved the success he never before imagined. Want to get your techs ready for summer? Register for SBE's Regional Training. REGISTER HERE Learn more about SBE at sbeodyssey.com Connect with SBE on social media: Instagram Facebook
In this episode, Lamont Page, a Worley's Home Services technician in Yorktown, VA, shares insights on how to make the most of a career in the industry. He shares tips he learned from going from a "fix anything jack of all trades" to significantly increasing his sales revenue without any pushy or fake sales tactics.
In this episode, Coach & Trainer, Darbi Shumway talks with Marc Sawyer, GM at Russell's Heating Cooling Plumbing & Electric in VA, about how they continue to have multiple million-dollar technicians. You'll hear what a successful company thinks about training and what they do to make sure it's integrated into their daily business. Russell's is all about diving into training and getting better at it along the way. If you're a technician or a company looking for guidance and growth, this episode is for you. Want to get your techs registered for SBE's Regional Training? It starts back up this April 2023. REGISTER HERE Learn more about SBE at sbeodyssey.com Connect with SBE on social media: Instagram Facebook
Tune in to hear Marc Sawyer, GM from Russell's Heating Cooling Plumbing & Electric in VA, talk about why he has flown his top technicians out to AZ every year for the past 5 years. Understand why Marc thinks the rewards they set up for their team are pivotal to their positive company culture. Hear about what drives his team to keep moving their goals higher each year. If you're struggling to motivate your team or if you're a team member struggling for motivation, then this episode is the right one for you! Listen for the key takeaways and start shooting for a celebration worth working for. Want to learn more about the SBE Annual Conference? Visit our website https://sbeodyssey.com and click the "Annual Conference" tab to learn more and register. Learn more about SBE at sbeodyssey.com Connect with SBE on social media: Instagram Facebook
John, a tech from Hopkins Air Conditioning in FL, shares how he doubled his annual revenue over last year by implementing a strong upfront contract with his customers that he learned from our Annual Conference. Want to learn more about the SBE Annual Conference? Visit our website https://sbeodyssey.com and click the "Annual Conference" tab to learn more and register. Learn more about SBE at sbeodyssey.com Connect with SBE on social media: Instagram Facebook
Reyna from Air Specialty in Norfolk, VA shares how she went from a tech to a selling tech to full-time sales by getting really good at selling systems. Learn more about SBE at https://sbeodyssey.com/ Connect with SBE on social media: Instagram Facebook
In this episode, SBE's VP of Coaching & Training, Will Smith talks to Chris Horne, Owner of Horne Heating and Air Conditioning (& SBE Coach), about how to get everyone in the company focused on changing gears and making the most of maintenance season. Learn more about SBE at https://sbeodyssey.com/ Connect with SBE on social media: Instagram Facebook
Cory Holman, Co-Owner of George Brazil Air Conditioning and Heating, joins the podcast again to talk about why goal setting is a must for every technician who wants to improve. Learn more about SBE at https://sbeodyssey.com/ Connect with SBE on social media: Instagram Facebook
SBE's 2021 #1 Ranked Technician Justin from Russell's in VA shares how his career as an HVAC technician skyrocketed after he learned a process for fully taking care of his customers. Find out what motivates him to constantly train and improve to be the best. Learn more about SBE at https://sbeodyssey.com/ Connect with SBE on social media: Instagram Facebook
George Brazil Air Conditioning and Heating Co-Owner Cory Holman and creator of the Trusted Advisor process shares why building trust is the key to success with selling and how to avoid acting and sounding like a salesperson. Learn more about SBE at https://sbeodyssey.com/ Connect with SBE on social media: Instagram Facebook
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