Most replacement opportunities start with a technician standing in front of a homeowner, looking at a real problem.

Your role is not to “sell”, it’s to recognize the moment, educate the customer, and create trust.

Done well, you help homeowners make smarter decisions while creating opportunities your company can serve.

Every service call creates an opportunity to help the homeowner make better decisions.

These are the moments where trust is built and opportunities are discovered:

• Ongoing Problems
• Aging Equipment
• Big Repair Decisions
• Major Component Failures
• Comfort Complaints
• Poor Indoor Air Quality
• High Utility Bills
• Homeowners Want Options
• Ballpark Price Requests
• Creating the Handoff

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Identify opportunities and guide the next step by mastering these processes:

• Spot Replacement Opportunities
• Evaluate Repair vs Replace
• Capture System Information
• Identify Comfort Problems
• Identify Indoor Air Quality Opportunities
• Introduce Upgrade Possibilities
• Create a Warm Handoff