Survey says: Just one word can increase your sales.
I recently attended the semi-annual meeting of a new residential contractors' association, called Airtime 500. The group was formed a little over a year ago by two well-known industry veterans, John Young and Jim Abrams. They're the ones who formed - and recently sold to Lennox International Corp. - the contracting consolidator known as Service Experts.
John Young goes back to the old franchise Service America, started by Ron Smith from the Fort Meyers, Fla., contracting firm Modern Air Conditioning. He was a key player in that group's initial success because he's a marketing and sales genius who has taken the results of university studies on sales methods and put them into practice in the HVACR industry. With all of the above in mind, you can see why I was really interested in attending his sales forum last January in San Antonio.