Send us a textCarl Ippoliti, a veteran of the HVAC industry with half a century of expertise, joins us to shed light on the complex refrigerant transitions looming in 2025. As the industry shifts from R410 to environmentally friendlier alternatives like R32 and R454, Carl unpacks the historical context and ramifications for both homeowners and contractors. Expect to gain a deeper understanding of the challenges this transition presents, including rising costs and the imperative need for techn...

Show Notes

Send us a text

Carl Ippoliti, a veteran of the HVAC industry with half a century of expertise, joins us to shed light on the complex refrigerant transitions looming in 2025. As the industry shifts from R410 to environmentally friendlier alternatives like R32 and R454, Carl unpacks the historical context and ramifications for both homeowners and contractors. Expect to gain a deeper understanding of the challenges this transition presents, including rising costs and the imperative need for technician training to safely handle these slightly flammable substances.

Ever wondered how identifying personality types can revolutionize your sales technique? Drawing insights from "Versatile Selling" by Wilson Learning, we explore how recognizing and adapting to different social styles can forge stronger, more trustworthy relationships. Whether dealing with analytical, amiable, driver, or expressive types, we discuss strategies that align with each, ensuring your approach resonates with your audience. Carl and I dissect the dynamics of selling and buying, offering practical advice on reading personality signals and adjusting your sales strategy accordingly.

As we navigate the intricacies of HVAC efficiency and the shifting landscape of gas standards, this episode also offers guidance on making informed investment decisions in HVAC systems. We highlight the significance of understanding long-term energy savings, rebates, and tax credits. Wrapping up, the conversation touches on self-improvement inspired by "Atomic Habits," emphasizing that personal growth and self-care are the bedrock of supporting others. With warmth and anticipation, we express our gratitude for your time and extend heartfelt holiday greetings as we look forward to future engagements.

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Show Transcript

WEBVTT

00:00:01.544 --> 00:00:03.451
Welcome to the Successful Life Podcast.

00:00:03.451 --> 00:00:07.711
I'm your host, corey Barrier, and I'm here with our man, carl Ippoliti.

00:00:07.711 --> 00:00:11.025
I messed it up, didn't I Damn it?

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All right?

00:00:12.708 --> 00:00:17.658
Well, help me out here, ippoliti, ippoliti, god dang it.

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There you go.

00:00:18.019 --> 00:00:22.388
Well, don't feel bad, carl, I F up Smith sometimes.

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Yeah, it's a very common name from my homeland, yeah, which is where I'm a US citizen, but my family origin is obviously Italian.

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So there you go.

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Yeah, makes sense.

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How's it going, my man?

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You know how it's going.

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I'm supposed to ask you that how are you?

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doing today?

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I'm doing magnificent.

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Unbelievable man.

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I'm going to steal the thunder.

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Don't lie to me, man.

00:00:56.426 --> 00:00:58.167
In the middle of that word is the word lie.

00:00:58.167 --> 00:01:01.429
So let's try it again.

00:01:01.429 --> 00:01:05.879
I'm going to ask you how you're doing Unbelievable, yeah.

00:01:05.879 --> 00:01:10.039
So let's be upbeat because you can answer it to me in the down, down and Debbie downer way.

00:01:10.039 --> 00:01:10.840
How are you doing today?

00:01:10.840 --> 00:01:12.082
Oh, unbelievable.

00:01:12.082 --> 00:01:13.786
We all know what that is.

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I'm doing unbelievable.

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Unbelievable, love it, and it's interesting that you mentioned that.

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And I and I do want you to tell everybody those that may not know who you are and what you do, but that downward inflection is important.

00:01:30.965 --> 00:01:50.733
When you're discussing anything, I don't care if it's with your wife or your child or a customer or a future customer, just to that perfect example unbelievable or unbelievable, it's the same exact word, but two different tonality.

00:01:50.733 --> 00:02:02.789
For sure, inflection means a lot 100%, 100%, carl, yeah, give us a quick rundown, a little bit about who you are and what you do and all that good stuff.

00:02:03.712 --> 00:02:08.163
Okay, bit about who you are and what you do and all that good stuff.

00:02:08.163 --> 00:02:14.854
Okay, so I've been in the HVAC industry for over 50 years and, corey, this is when you say, damn, you don't look that old.

00:02:14.854 --> 00:02:36.032
Yeah, 51 years, 52 years in the HVAC business from the contractor side and the last 33 years from distribution at Pierce Phelps or Wasco on distributor of carrier and Bryant and a lot of other things, and I'm the director of sales and marketing for the residential division.

00:02:36.032 --> 00:02:43.234
So I've seen a lot in this industry and I got a lot of experience and some stories.

00:02:44.704 --> 00:02:46.739
I bet you do, I bet you do, I bet you do.

00:02:46.739 --> 00:02:48.581
So I must ask.

00:02:48.581 --> 00:03:00.997
We are quickly approaching 2025, which is going to be a very different year for our HVAC contractors.

00:03:00.997 --> 00:03:07.881
Can you dive into a little bit about the refrigerant change and what either one?

00:03:07.881 --> 00:03:16.566
What can people expect and correct me if I'm wrong, but my research shows that prices are not going down.

00:03:16.566 --> 00:03:19.051
No, they're not.

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Let me just try to do this quickly.

00:03:23.925 --> 00:03:45.588
Back in 1997, there was the Montreal Protocol that said that the industry not just the HVAC industry but automobiles as well had to change the refrigerant in the systems because the refrigerant was harmful to the ozone and that was like using R22, that's a refrigerant.

00:03:45.588 --> 00:03:52.052
So the industry had to change to a non-ozone destroying refrigerant, which they did.

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It was R410 and Carrier trademarked it as Puron.

00:03:55.847 --> 00:04:07.401
The nice thing about it that transition was it was a gradual transition over a period of time, like from 1997 to 2020, before R22 was no longer allowed to be made.

00:04:07.401 --> 00:04:10.949
So that was good, that slow transition.

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There was still R22 available and it made it easy.

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This transition is a hard one.

00:04:17.189 --> 00:04:23.000
So we healed the ozone with the new refrigerant back then.

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So now what we did was we caused global warming because the ozone is now healed.

00:04:29.161 --> 00:04:38.665
So there's refrigerants the R410 refrigerant, which is what everybody uses, and the residential and commercial side of equipment.

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The industry came back with a minimum global warming potentiality that refrigerant can have and all kinds of science and formulas, and it has to be lower than 750.

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Effective January 1st, two different refrigerants have come out R32 and R454.

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R32 is being manufactured and made for one brand and they go by three names and the rest of the industry is going with R454.

00:05:12.086 --> 00:05:15.040
And at Cary and Bryant we're calling it Puron Advance.

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The global warming potentiality of the one is slightly below the 750.

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And the Puron Advance and the R454 is significantly lower than the 750.

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It's like around 450.

00:05:31.225 --> 00:05:43.612
It settles in at and this transition is a hard stop, like manufacturers can't make any more and if it's made before the end of this year it can still be installed.

00:05:43.612 --> 00:05:48.211
But manufacturing has to stop right now making it at the end of the year.

00:05:48.211 --> 00:05:53.771
So there's going to be a transition where homeowners are going to be thinking about what do I put in?

00:05:53.771 --> 00:05:58.788
R410 units that are made before the end of the year can still be installed.

00:05:58.788 --> 00:05:59.511
Those are going to work.

00:05:59.511 --> 00:06:01.125
There's going to be R410 available.

00:06:01.125 --> 00:06:08.600
The refrigerant Not sure of the cost, of what's going to happen to the cost of it when you have a leak.

00:06:08.600 --> 00:06:15.524
And then the R454 and the R32, you can bet your bottom dollar that the price is going to go up.

00:06:15.524 --> 00:06:25.384
So at some point probably around March, april, may you're going to see most distributors and most brands are going to be flipping the switch to the new refrigerant.

00:06:28.401 --> 00:06:29.101
That makes sense.

00:06:29.101 --> 00:06:32.269
I thank you for explaining that.

00:06:32.269 --> 00:06:33.413
I shouldn't say it makes sense.

00:06:33.413 --> 00:06:37.673
What kind of impact?

00:06:37.673 --> 00:06:49.314
Because there's got to be a massive training in developing technicians in a process like this.

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A lot of companies are running.

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A lot of companies don't even do training for whatever reason.

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But what happens to those guys and how much training are you seeing that's going to have to go into these technicians to get them up to speed with this?

00:07:08.201 --> 00:07:09.005
It's not a lot.

00:07:09.005 --> 00:07:30.857
This new refrigerant is I'm going to do the bunny ear thing here the quotes that this new refrigerant is slightly flammable and there needs to be sensors on the evaporator coils that would sense if any of that refrigerant has leaked into the house and it'll kill the system, turn it off.

00:07:30.857 --> 00:07:38.696
So there's sensors that need to be put in the coils.

00:07:38.696 --> 00:07:43.204
Storage is a little different now for contractors because of the slight flammability.

00:07:43.204 --> 00:07:49.103
So the irony of that whole thing is, you know, people are like oh, it's flammable.

00:07:49.103 --> 00:08:01.365
If you have a gas furnace it is flammable and it's a hell of a lot more flammable than the refrigerant, and same thing with LP gas and even oil, if you want to think about it.

00:08:01.365 --> 00:08:03.728
So there's going to be some training.

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There are going to be some storage issues.

00:08:05.269 --> 00:08:11.315
As far as installation, it's not that much of a big deal.

00:08:11.315 --> 00:08:15.744
You have to put the sensor in if it's not already installed.

00:08:15.744 --> 00:08:18.411
It's not that much of a big deal in my opinion, right.

00:08:19.800 --> 00:08:25.923
Yeah, I imagine just the talk track around it too is going to be important for technicians to be able to explain the difference in the two.

00:08:25.923 --> 00:08:41.903
Track around it too is going to be important for for technicians to be able to explain the difference in the two and why it's changing, and all that good stuff which also fall into that training category yeah, there's some new tool, new tools that'll be needed, but okay, it's refrigerant yeah, yeah, makes sense.

00:08:42.043 --> 00:08:47.168
All right, one of the things that I really wanted you to talk about today.

00:08:47.168 --> 00:08:54.576
I don't know if you mentioned this when we got, when we started, but you have you hold a Franklin Covey license.

00:08:54.576 --> 00:08:55.537
Did I say that right?

00:08:56.700 --> 00:09:06.131
I'm certified, instead of having highly effective people, I really it really helped save my life and turn my career around.

00:09:06.131 --> 00:09:15.610
I went from probably being a villain in my life to turning out to be a very good person, and the seven habits of highly effective people is what did that for me.

00:09:15.610 --> 00:09:26.051
And there's other courses that I've taken and there's other learning things I've done and books I've read about how to deal with different personality types.

00:09:26.051 --> 00:09:55.712
It's really important not only for you to understand your personality type, but to understand your family, your loved ones, your friends, the teammates around you for work, and also from the customer's point of view when you're selling to a customer, and also from the customer's point of view when you're selling to a customer, not only should you understand your personality, you need to be able to identify the person that you're having an interaction with, their personality type.

00:09:55.712 --> 00:10:08.548
That goes a long way because, when it comes down to it, especially in the HVAC or home services, we've all bought something from somebody that we didn't like, right.

00:10:08.548 --> 00:10:14.730
Yes, unfortunately, but we do like to buy from people we like right.

00:10:14.730 --> 00:10:16.506
We do like to buy from people we like.

00:10:16.506 --> 00:10:25.847
So there's no denying that, and there's a science behind seeing the way a personality is, and you've got to know your personality right.

00:10:25.847 --> 00:10:28.744
So the question is who are you?

00:10:28.744 --> 00:10:33.692
And in home sales, what is your customer like?

00:10:33.692 --> 00:10:35.299
What are they like?

00:10:35.299 --> 00:10:45.576
So years ago I read this book Versatile Selling by Wilson Learning, and I learned a lot from that book.

00:10:45.576 --> 00:10:49.370
People love to buy, right, they love to buy.

00:10:49.370 --> 00:10:49.649
They do.

00:10:49.649 --> 00:10:51.366
They just hate being sold.

00:10:51.366 --> 00:11:05.153
So this book did a study about 2 million people in 40 years and they did all kinds of research and they learned that one out of four people has a social style or a comfort zone or behavior.

00:11:05.153 --> 00:11:13.347
So what that means is roughly 25% of the people are like you and 75% of the people are not like you.

00:11:13.347 --> 00:11:14.932
And why.

00:11:14.932 --> 00:11:17.048
I'll ask you why you think that's important.

00:11:17.048 --> 00:11:20.668
You got to determine your style.

00:11:20.668 --> 00:11:24.328
You got to learn to read the other person's style.

00:11:24.328 --> 00:11:37.283
You need to adapt your style to the customer and then that creates trust, because the customer then feels comfortable and they're more apt to buy from you.

00:11:37.283 --> 00:11:41.592
So let's take it why this happens and how quickly it happens.

00:11:41.592 --> 00:11:43.865
It's all primitive man.

00:11:43.865 --> 00:11:47.903
It's all primitive Human beings are wired.

00:11:47.903 --> 00:11:50.989
We're wired to survive, right?

00:11:50.989 --> 00:11:53.712
We're wired to respond.

00:11:53.712 --> 00:11:57.630
It all goes back to the threat when we were facing that saber-toothed tiger.

00:11:57.630 --> 00:12:08.201
So the hypothalamus in the brain kicks in and it says I'm either going to fight you, I'm going to run from you, or I'm just going to freeze.

00:12:08.201 --> 00:12:12.028
So that's what's taking place.

00:12:12.028 --> 00:12:22.269
When you get into that survival mode, you say to yourself is this person a threat, a friend, are they like me, are they not like me?

00:12:22.269 --> 00:12:33.722
The minute that starts happening, art rate flutters, breathing gets a little heavier, adrenaline kicks in, right.

00:12:33.722 --> 00:12:36.067
So let's talk about it from the customer's point of view.

00:12:36.067 --> 00:12:47.986
So, customers, it's all about comfort and trust Right In the beginning of the sales process, or any relationship for that matter.

00:12:48.006 --> 00:12:49.794
They don't disclose too much in the beginning of the relationship, right, they just don't.

00:12:49.794 --> 00:12:58.924
And then what happens next is you can see their behavior when you're interacting with somebody, but you'll never really understand what they're feeling or thinking.

00:12:58.924 --> 00:13:02.614
So there's the next problem you have to face.

00:13:02.614 --> 00:13:05.179
Now this is where it gets really crazy.

00:13:05.179 --> 00:13:17.186
So there's a dimension of asserting yourself, and I'm going to call this the selling dimension and there's the other dimension of the responsive dimension, that's the buying dimension.

00:13:18.660 --> 00:13:22.450
In the beginning of a sales process, there's tension.

00:13:22.450 --> 00:13:27.361
There's tension Got to make sure you're doing the right purchase with the right person.

00:13:27.361 --> 00:13:32.010
So at the beginning of the sales call there is relationship tension.

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It's guarded, it's primal right.

00:13:34.542 --> 00:13:41.475
The customer may not trust you, but in reality they just don't know you.

00:13:41.475 --> 00:13:44.802
So in the beginning there's a fear factor.

00:13:44.802 --> 00:13:52.811
So let's talk about the selling dimension or the asserting dimension, and there's two types.

00:13:52.811 --> 00:13:58.416
There's the person that asks questions when you're in a selling mode, or tell.

00:13:58.416 --> 00:14:05.707
So there's ask seller and a tell seller, and nothing's wrong with either one of them.

00:14:05.707 --> 00:14:07.291
I want to be really clear about that.

00:14:07.291 --> 00:14:23.639
The issue is if you are one of those types, you could be offending two out of four buyers with your personality type.

00:14:23.639 --> 00:14:29.638
So you may want to ask yourself well, how do I know what these personality types are if I'm a seller?

00:14:29.638 --> 00:14:30.000
Here you go.

00:14:30.000 --> 00:14:36.440
I'm going to ask you, corey, raise your hand every time you hit on one of these.

00:14:36.440 --> 00:14:39.339
Do you see yourself as speaking deliberately and pausing much.

00:14:41.405 --> 00:14:45.520
Yes, okay, do you see yourself?

00:14:45.561 --> 00:14:47.222
seldom interrupting others.

00:14:47.222 --> 00:14:48.344
I'll answer that two ways.

00:14:48.344 --> 00:14:55.270
I used to be that way, but I have worked really hard to not do that.

00:14:56.111 --> 00:14:56.373
Okay.

00:14:56.373 --> 00:14:59.196
Do you use voice for inflection?

00:14:59.196 --> 00:15:01.962
I do.

00:15:01.962 --> 00:15:03.667
Do you make conditional statements?

00:15:05.149 --> 00:15:05.831
As an example.

00:15:05.831 --> 00:15:11.451
If this, I'll do that yes.

00:15:12.822 --> 00:15:17.948
I try not to Do you bleed back when you're talking with people.

00:15:19.431 --> 00:15:21.695
I do because I think it's more comforting.

00:15:22.720 --> 00:15:22.799
Okay.

00:15:22.799 --> 00:15:34.309
So if you were a selling mode, asserting yourself on someone, right now you're telling me that you're an analytical or an amiable.

00:15:34.309 --> 00:15:41.447
Okay, there's two personality types that you could be making uncomfortable because you're that type of person.

00:15:41.447 --> 00:15:44.181
Now let's ask another style Are you when you're asserting yourself and when you're that type of person?

00:15:44.181 --> 00:15:49.831
Now let's ask another style Are you, when you're asserting yourself and when you're selling?

00:15:49.831 --> 00:15:53.710
You speak quickly and firmly?

00:15:53.710 --> 00:15:56.164
I try not to.

00:15:56.164 --> 00:15:58.745
Okay, Do you interrupt others?

00:15:59.942 --> 00:16:01.528
I absolutely try not to do that.

00:16:03.240 --> 00:16:06.831
Do you often use your voice for emphasis, like inflection?

00:16:09.341 --> 00:16:09.861
I do.

00:16:12.586 --> 00:16:15.389
Do you lean forward when you're in the sales process?

00:16:16.130 --> 00:16:19.522
Sometimes, sometimes I lean forward, sometimes I lean back.

00:16:19.522 --> 00:16:21.605
It depends on what part of the sales process.

00:16:22.106 --> 00:16:23.089
Okay, that's fair.

00:16:23.089 --> 00:16:39.062
So if you're one of those types, you're a driver, expressive Okay, so the driver expressive when they're selling with their style that they sell and they're trying to sell to an analytical or an amiable, there's going to be uncomfort.

00:16:39.062 --> 00:16:48.552
If you're an analytical or an amiable seller and you're selling to somebody that happens to be a driver or an expressive, you're going to make them feel uncomfortable.

00:16:48.552 --> 00:17:00.875
So let's talk about how we see people when they're being sold or the response they give you.

00:17:00.875 --> 00:17:02.803
There's two types.

00:17:02.803 --> 00:17:07.481
There's the task response they give you.

00:17:07.481 --> 00:17:08.064
There's two types.

00:17:08.064 --> 00:17:08.464
There's the task.

00:17:08.464 --> 00:17:11.313
This means they're going to give you a task and it tells you what personality type they are.

00:17:11.313 --> 00:17:12.517
And then there's the people.

00:17:12.517 --> 00:17:15.604
So there's a task type and there's a people type.

00:17:18.489 --> 00:17:26.949
Realize that if you are one of these types and now I'm going to ask you, corey, you're now in the selling mode with me, right, raise your hand.

00:17:26.949 --> 00:17:31.657
If you are one of these types, and now I'm going to ask you, corey, you're now in the selling mode with me, right, raise your hand.

00:17:31.657 --> 00:17:39.949
If you're one of these, do you talk when someone's trying to sell you, corey?

00:17:39.949 --> 00:17:40.250
Do you ask for?

00:17:40.250 --> 00:17:41.814
Do you give that person a task or do you ask for a lot of facts.

00:17:41.814 --> 00:17:44.900
You're the buyer, I'm selling you and you're going to respond to me, are you?

00:17:44.920 --> 00:17:46.943
going to give me a task or are you looking for a lot of facts?

00:17:46.943 --> 00:17:48.867
I'm looking for more facts.

00:17:48.928 --> 00:17:52.354
I would say Do you use minimal body gestures to me?

00:17:52.354 --> 00:17:58.281
I'm selling you now.

00:18:00.326 --> 00:18:04.854
I would say minimum, because I don't want you to, I don't want you, I don't want to show my hand.

00:18:05.799 --> 00:18:12.530
Okay, do you show like a narrow range of emotions and feelings when someone's trying to sell you something?

00:18:13.413 --> 00:18:13.813
Narrow yes.

00:18:15.000 --> 00:18:18.790
Okay, and you probably use minimal facial expressions, right?

00:18:18.790 --> 00:18:20.346
Your face doesn't really reveal anything.

00:18:20.346 --> 00:18:22.460
I hope not Okay.

00:18:22.460 --> 00:18:23.141
Anything, I hope not OK.

00:18:23.141 --> 00:18:32.243
So if you're giving me that read and I'm selling you, you're telling me you're an analytical slash driver, one or the other.

00:18:32.243 --> 00:18:42.686
So if I recognize that I'm trying to assert myself on to you to buy something from me and I'm an amiable or I'm an expressive, I got to tone it down.

00:18:42.686 --> 00:18:43.267
I have to adapt my style.

00:18:43.267 --> 00:18:44.268
So I'm not amiable or I'm an expressive.

00:18:44.268 --> 00:18:44.847
I got to tone it down.

00:18:44.847 --> 00:18:47.108
I have to adapt my style so I'm not making you uncomfortable.

00:18:48.108 --> 00:18:54.010
So there's that task oriented person that's selling and then there's the task oriented person that's buying.

00:18:54.010 --> 00:18:55.651
So we're talking about the buyers now, right?

00:18:55.651 --> 00:18:57.291
So let's talk about the buyer.

00:18:57.291 --> 00:18:58.833
That's people oriented.

00:18:58.833 --> 00:19:06.734
They talk about other people a lot, right, oh, you know so and so, oh, you did the job down the street, right?

00:19:06.734 --> 00:19:32.832
So if you're in the buying mode and you use big body, expansive posturing and gesturing, like I am right now, and you show a broad range of feeling, or you use varied and a lot of facial expressions when you're being sold, I'm picking up on that you and I'm trying to sell you something and you're giving me that vibe.

00:19:33.940 --> 00:19:40.340
You're definitely an amiable or an expressive, so you got to figure out what style are you right?

00:19:40.540 --> 00:19:45.173
You got to figure out what style are you and then you got to figure out what style is the buyer.

00:19:45.173 --> 00:19:49.387
So let's get in the roots Ready.

00:19:49.387 --> 00:19:50.511
You told me who you were.

00:19:50.511 --> 00:19:54.604
I knew you were the first time you and I talked.

00:19:54.604 --> 00:19:59.513
So let's talk about who is an analytical.

00:19:59.513 --> 00:20:03.348
That's someone that focuses on the facts and logic.

00:20:03.348 --> 00:20:07.228
They act when there is a payoff and they know it.

00:20:07.228 --> 00:20:13.067
They don't commit too early, Right, they speak slow.

00:20:13.067 --> 00:20:16.394
They have an indifferent handshake.

00:20:16.394 --> 00:20:18.305
They ask a lot of questions.

00:20:18.305 --> 00:20:20.352
They lean backwards.

00:20:20.352 --> 00:20:27.167
They're serious, logical, systematic and thorough.

00:20:27.167 --> 00:20:30.933
That is 100% an analytical person.

00:20:30.933 --> 00:20:36.363
Like an engineer as an example.

00:20:36.363 --> 00:20:36.844
Correct, Okay Now.

00:20:36.844 --> 00:20:39.431
Do you recall the movie Full Metal Jacket?

00:20:39.431 --> 00:20:42.669
Oh yeah, Do you remember the drill sergeant?

00:20:43.380 --> 00:20:46.386
Yes 100 percent a driver.

00:20:47.810 --> 00:20:48.732
Without a doubt.

00:20:48.732 --> 00:21:01.454
They focus on results, they take charge, they make quick decisions, they like to be challenged, independent, candid, decisive, practical.

00:21:01.454 --> 00:21:07.441
They speak fast, they seek control of the call, they're opinionated and they're impatient.

00:21:07.441 --> 00:21:12.190
So if you're dealing with somebody like that on a sales call, be prepared.

00:21:12.190 --> 00:21:17.589
Here's why I'll give you an example the driver personality.

00:21:17.589 --> 00:21:25.968
If you see their driver personality, you better give them options, you better give them choices and you better give them more than three.

00:21:25.968 --> 00:21:29.676
So I have to be careful here.

00:21:29.676 --> 00:21:32.117
This is for demonstration purposes only.

00:21:32.117 --> 00:21:38.884
This is not to be seen as a gesture that I'm doing on a video podcast.

00:21:38.884 --> 00:21:43.079
The driver personality does not like to be sold.

00:21:43.079 --> 00:21:45.859
The driver personality likes to be the one making the decision.

00:21:45.859 --> 00:21:50.834
So generally in our industry, we show three choices.

00:21:51.654 --> 00:21:53.517
Three Good, better best.

00:21:54.018 --> 00:21:54.739
Good, better, best.

00:21:54.739 --> 00:21:57.682
So a driver who's one out of four buyers.

00:21:57.682 --> 00:22:03.965
If you do this to a driver personality one out of four and you do this to them, you've lost them.

00:22:03.965 --> 00:22:10.211
So now you're already behind the eight ball with trying to make a sale because you've already made somebody not like you and not realize you're doing it.

00:22:10.211 --> 00:22:18.353
So an HVAC or any home supply or service that we don't know what we're buying and there's three choices.

00:22:18.353 --> 00:22:25.250
We're going to probably throw out the least expensive and then we're probably going to throw out the most expensive because we don't know really what we're getting.

00:22:25.250 --> 00:22:26.873
So we're going to sell somewhere in the middle.

00:22:26.873 --> 00:22:32.119
So for those that aren't seeing the visual, you can imagine what's happening with my three fingers.

00:22:32.119 --> 00:22:36.145
That's what the driver now says.

00:22:36.145 --> 00:22:41.214
The driver says you're making me pick the one in the middle and I'm not picking that because I'm in charge.

00:22:41.214 --> 00:22:45.611
That's why you gotta do four four feels boxed in right.

00:22:45.651 --> 00:22:46.252
Is that what you say?

00:22:46.252 --> 00:22:49.299
He feels like you're boxing him into that one decision.

00:22:49.299 --> 00:22:51.815
Because, yeah, that makes sense correct.

00:22:52.296 --> 00:22:54.280
So four choices all the time.

00:22:54.280 --> 00:22:59.417
The least expensive is thrown out by the driver, the most expensive is thrown out by the driver.

00:22:59.417 --> 00:23:00.715
Now they feel like they have a choice.

00:23:00.715 --> 00:23:03.858
Highly recommend you do that with a driver personality.

00:23:03.858 --> 00:23:09.900
So let's talk about the ammubles, and in my opinion I have the most trouble with ammubles.

00:23:09.900 --> 00:23:15.352
I have to adapt my selling style to an ammuble and we all have them.

00:23:15.571 --> 00:23:16.815
You've gone on that call.

00:23:16.815 --> 00:23:19.721
Wow, that was a really good call, man.

00:23:19.721 --> 00:23:21.011
There was a lot of agreement.

00:23:21.011 --> 00:23:23.878
The homeowner showed a lot of support.

00:23:23.878 --> 00:23:25.501
They communicated with me.

00:23:25.501 --> 00:23:27.612
There was a lot of trust felt.

00:23:27.612 --> 00:23:29.315
They asked me for my opinion.

00:23:29.315 --> 00:23:30.256
What's in your house?

00:23:30.256 --> 00:23:31.257
Thank you for coming.

00:23:31.257 --> 00:23:32.038
They ask me for my opinion.

00:23:32.038 --> 00:23:32.519
What's in your house?

00:23:32.519 --> 00:23:33.000
Thank you for coming.

00:23:33.000 --> 00:23:34.382
Express a lot of gratitude.

00:23:34.382 --> 00:23:42.186
They speak slow, they're vague, they're cooperative, blah, blah, blah.

00:23:42.186 --> 00:23:45.035
And then they don't give you the order.

00:23:45.035 --> 00:23:46.336
The call went great right.

00:23:46.998 --> 00:23:50.763
I think they're the hardest to sell to, in my own opinion, because of my personality type.

00:23:50.763 --> 00:23:55.681
I'm a driver and animals tend to take their time.

00:23:55.681 --> 00:24:00.875
And then there's the expressive right, the expressive personality.

00:24:00.875 --> 00:24:05.417
They create excitement, they share their ideas, their dreams.

00:24:05.417 --> 00:24:12.536
They're motivated, firm handshake, they're quick, they're clear, they like to talk, they like to make them.

00:24:12.536 --> 00:24:13.352
I want the best.

00:24:13.352 --> 00:24:15.980
They make statements like that I want the best unit out there.

00:24:15.980 --> 00:24:17.132
I want the best that can buy.

00:24:17.132 --> 00:24:21.407
I'm the glowworm of the neighborhood, so you got to recognize that.

00:24:21.407 --> 00:24:24.115
So if they're inexpressive, so it's just.

00:24:24.115 --> 00:24:26.721
The science of this is gets so much cool.

00:24:26.721 --> 00:24:27.942
So think about it now.

00:24:27.942 --> 00:24:39.125
The one that is opposite of you and we can't do a chart on the screen right now, but the one that's opposite of you that is the most least like you is the one you're going to have the biggest trouble with.

00:24:39.125 --> 00:24:52.932
So now, your pool of who you can buy to went from 100% down to 75%, and you didn't even know what happened, because they're not comfortable because they're not comfortable.

00:24:52.952 --> 00:24:58.777
There's all kinds of science behind it for the specialty, like there's different things.

00:24:58.777 --> 00:25:02.538
They're going to want different personality types Especially.

00:25:02.538 --> 00:25:05.520
Let's do a quiz here.

00:25:05.520 --> 00:25:06.161
Let me quiz you.

00:25:06.161 --> 00:25:07.201
You ready?

00:25:07.201 --> 00:25:08.162
Let's do it this way.

00:25:08.162 --> 00:25:16.948
I'll give you the topic and write down the four personality types analytical driver, expressive and amiable.

00:25:23.441 --> 00:25:25.085
Just write them down, you ready.

00:25:25.204 --> 00:25:26.989
All right.

00:25:26.989 --> 00:25:38.652
So analytical driver, expressive and amiable Okay, if their specialty, I tell you, is technical, what do you think they are All right?

00:25:38.652 --> 00:25:39.492
Ask me that one more time.

00:25:39.492 --> 00:25:54.551
If they're interacting with you and you're trying to sell to them and their specialty seems to be technical and they're asking you technical stuff, what do you think they are Analytical If they take control of the call?

00:25:54.551 --> 00:25:56.294
What do you think they are Analytical If they take control of the call?

00:25:56.294 --> 00:25:57.055
What do you think they are?

00:25:57.055 --> 00:25:58.336
Expressive Driver Driver.

00:25:58.336 --> 00:26:02.823
If they're really social, what do you think they are Expressive If they're supportive?

00:26:02.823 --> 00:26:03.584
What do you think they are?

00:26:03.584 --> 00:26:04.664
Amiable?

00:26:04.664 --> 00:26:09.180
Okay, benefits Ready, here we go, let's test you more.

00:26:09.180 --> 00:26:09.862
You're doing really good.

00:26:09.862 --> 00:26:15.394
That's 100%, corey, I like that For benefits.

00:26:15.394 --> 00:26:19.480
And you're trying to sell them on benefits and they ask you how does that work?

00:26:19.480 --> 00:26:20.722
What do you think they are?

00:26:29.950 --> 00:26:32.076
I would think that would be analytical.

00:26:32.096 --> 00:26:39.661
Correct, okay, if I say to you what are the benefits of this equipment Driver?

00:26:39.661 --> 00:26:45.319
If I say to you who else has those benefits?

00:26:45.319 --> 00:26:47.295
What other brands have those benefits?

00:26:47.295 --> 00:26:52.973
Expressive, and if I say to you why are those benefits important?

00:26:52.973 --> 00:26:56.563
What do you think it is Amiable, right, yeah.

00:26:56.563 --> 00:27:02.213
Now, when it comes time to make a decision, you ready, here you go, corey, you're killing it.

00:27:02.213 --> 00:27:04.856
Man, you're eight for eight, my friend.

00:27:06.230 --> 00:27:11.817
Now it's decision time and they ask you for evidence and they ask you for service.

00:27:11.817 --> 00:27:12.577
Who do you think it is?

00:27:12.577 --> 00:27:15.923
Driver, not analytical.

00:27:15.923 --> 00:27:17.125
They're asking for evidence.

00:27:17.125 --> 00:27:28.415
The driver is going to ask you for options and probabilities because they want to make the decision Okay, fair For testimonies and incentives.

00:27:28.415 --> 00:27:30.080
That's an expressive.

00:27:30.080 --> 00:27:34.713
The amiable they're going to want to know about guarantees and insurances.

00:27:34.713 --> 00:27:38.942
What's the warranty, what's the labor protection, that kind of stuff.

00:27:39.609 --> 00:27:43.479
Right Time how they measure you with time is very important.

00:27:43.479 --> 00:27:46.354
The analytical wants you to be accurate with your time.

00:27:46.354 --> 00:27:50.851
The driver says I'm giving you 45 minutes and that's what I'm giving you.

00:27:50.851 --> 00:27:54.152
The expressive needs you need to be stimulating.

00:27:54.152 --> 00:27:57.018
And the amiable you need to be agreeable.

00:27:57.018 --> 00:27:59.463
And they measure you differently.

00:27:59.463 --> 00:28:01.575
The analytical measures you with activity.

00:28:01.575 --> 00:28:02.637
They give you things to do.

00:28:02.637 --> 00:28:06.877
The driver wants results, the expressive wants applause.

00:28:06.877 --> 00:28:12.359
You'll be the only one in the neighborhood with the top of the line equipment, and this just goes on and on.

00:28:12.359 --> 00:28:14.416
The backup style is good to know.

00:28:14.416 --> 00:28:21.482
When the analytical starts avoiding you, that's their backup style.

00:28:21.482 --> 00:28:26.054
The driver gets autocratic, they'll tell you An expressive is worse.

00:28:26.054 --> 00:28:35.307
They'll attack you and an amiable kind of just like yields and acquiesces and like ghosts you and an amiable kind of just like yields and acquiesces and like ghosts you.

00:28:41.450 --> 00:28:55.630
So the main thing I want everybody to take out of this conversation that we're having right here is it all starts with looking in the mirror, being able to look in the mirror at yourself to see what personality type you are, and then being able to quickly identify the person you're selling to.

00:28:55.630 --> 00:29:09.929
So in 1940, john Paul Sartre wrote a play called no Exit, and in this play it's three souls that are trapped in the afterlife in a room with no exit.

00:29:09.929 --> 00:29:12.799
So that would be hell, right, sounds like it.

00:29:12.799 --> 00:29:23.282
They're stuck in a room and they're irritating the hell out of each other because they're trying to force change onto the other two people to be more like them.

00:29:23.282 --> 00:29:31.160
So hell isn't the torture chambers that we think it is, it's just all about wanting people to be just like you.

00:29:31.160 --> 00:29:34.050
Three out of four are definitely not like you.

00:29:36.034 --> 00:29:47.502
Now, imagine if you put a mirror now in this room and that each one of you can look in the mirror and reflect upon themselves and say what do I need to change about myself?

00:29:47.502 --> 00:30:04.204
Raising the question like, would I have the humility to be able to change if given a chance, if I can look in the mirror and adapt my natural selling style to make the buyer comfortable?

00:30:04.204 --> 00:30:07.634
So then trust gets formed way easier.

00:30:07.634 --> 00:30:12.240
I'm not telling you to be a chameleon.

00:30:12.240 --> 00:30:15.345
I'm not telling you to change who you are.

00:30:15.345 --> 00:30:37.364
If you're an expressive, be that If you're a driver, be that If you're an analytical, be that If you're amiable, be that, all I'm saying is modify your style so the homeowner or the person you're selling to, or even your family member or your, your spouse or a friend or your teammate, gets more comfortable with you.

00:30:37.364 --> 00:30:39.518
So then trust gets developed.

00:30:39.518 --> 00:30:50.164
It takes time, practice, but it's a really cool thing if you get that book and start trying to figure out people's personalities and you can figure them out pretty quickly.

00:30:51.191 --> 00:30:55.582
And the end result in a sale is that everybody walks away happy.

00:30:55.582 --> 00:31:00.298
You walk away as the salesperson, happy, the buyer walks away with the product and they're happy.

00:31:00.298 --> 00:31:03.537
And the quickest way to do that is the way you're talking about.

00:31:05.481 --> 00:31:10.000
Yeah, it's not anything like shady or anything like that.

00:31:10.000 --> 00:31:18.159
All you're trying to do is to create trust and comfort and it goes back to what I said in the beginning of a buying process the process.

00:31:18.159 --> 00:31:24.058
There is tension because we don't want to be sold right.

00:31:24.058 --> 00:31:36.084
We like to buy from people we like, and the quickest way to get that comfort level is to learn the people's style, your style.

00:31:36.084 --> 00:31:45.500
There's an easy way to take a test, a habit see what kind of style you are, and we've done it internally here.

00:31:45.500 --> 00:31:55.963
You take the test, you give the test to your significant other, you give the test to somebody you work with and see if they see you the way you see yourself.

00:31:55.963 --> 00:32:02.922
It's pretty cool experience, especially when you see yourself a certain way and others don't see you that way.

00:32:03.971 --> 00:32:04.834
So that was actually.

00:32:04.834 --> 00:32:06.339
I thought about that a second ago.

00:32:06.339 --> 00:32:16.838
How many people, as I was telling you the kind of person that I am based on your questions, did that actually line up, Because that was my perspective, right?

00:32:16.838 --> 00:32:23.136
Did that line up with what you believe that I am?

00:32:23.136 --> 00:32:28.025
Did I describe myself as you would describe me, so to speak?

00:32:29.250 --> 00:32:29.772
Yeah, yes.

00:32:29.772 --> 00:32:45.017
So the trick to this this and here's where it gets difficult so you can be a dominant one of the four, a dominant personality like the one of one of the four and the two that are right next to you.

00:32:45.017 --> 00:32:54.743
There's other personality types in this quadrant which I can't do on the screen right now, but you do have personality traits similar to that other two out of the four.

00:32:54.743 --> 00:33:04.022
One is definitely like you, two out of four is similar like you, but one out of four is definitely opposed to your personality type.

00:33:04.022 --> 00:33:10.317
Yes, you gave off everything.

00:33:10.317 --> 00:33:11.861
I thought you were pretty quickly.

00:33:11.861 --> 00:33:25.356
But here's the trick In long-term relationships you have a lot of time to really figure out what the person is, what their responses are, how they respond, how you assert yourself on them.

00:33:25.791 --> 00:33:27.410
The problem is in the home situation.

00:33:27.410 --> 00:33:32.173
When you're in the home and you're making a sale, you only have maybe 90 minutes.

00:33:32.173 --> 00:33:33.018
You're doing the home and you're making a sale, you only have maybe 90 minutes.

00:33:33.018 --> 00:33:45.121
You're doing the load calculation, you're looking at the ductwork, the electrical panel, you're trying to sell a job on the equipment and you got a very little bit of time to figure out that personality trait.

00:33:45.121 --> 00:33:48.460
But there's signals that give it to you quickly if you know how to see them.

00:33:48.460 --> 00:34:07.916
If you know how to see them, the key is being able, once you see that signal on how to react to it, what they're going to want from you An analytical is going to say to you what's the static pressure of this unit, right, they say that to you.

00:34:07.916 --> 00:34:09.360
Light bulbs go off.

00:34:09.360 --> 00:34:10.181
I know what you are, man.

00:34:10.181 --> 00:34:13.690
And if you don't know, they probably already know.

00:34:13.690 --> 00:34:15.074
They're testing you.

00:34:15.074 --> 00:34:17.539
So they just tell them.

00:34:17.539 --> 00:34:19.081
I'm gonna look it up right here.

00:34:19.081 --> 00:34:21.835
Thank god for these things now because you can look it up and tell them right away.

00:34:23.298 --> 00:34:25.492
The express is going to say I want the best one.

00:34:25.492 --> 00:34:28.297
That the driver is going to tell you.

00:34:28.297 --> 00:34:31.911
If, given choices, they're going to tell you which one they want, don't try to push them out of that box.

00:34:31.911 --> 00:34:33.130
And the amiable they're going to tell you if, given choices, they're going to tell you which one they want, don't try to push them out of that box.

00:34:33.130 --> 00:34:40.322
And the amiable they're going to want to know about warranties and assurances like that and who else has it, and reviews.

00:34:40.322 --> 00:34:44.380
And the minute you start hearing that, you kind of got to realize who you are.

00:34:44.380 --> 00:34:48.838
If I'm a driver which I am and I'm trying to sell to an amiable.

00:34:48.838 --> 00:34:49.942
That's tough, it goes both ways.

00:34:49.942 --> 00:34:52.969
I'm trying to sell to an amiable that's tough, it goes both ways.

00:34:52.969 --> 00:34:56.733
I'm going to irritate the amiable, the amiable is going to irritate me.

00:34:56.733 --> 00:34:57.858
So there you go.

00:34:57.858 --> 00:35:02.626
I'm now one person down and trying to make a successful sale to him.

00:35:02.626 --> 00:35:04.737
So I've got to recognize that personality type.

00:35:05.751 --> 00:35:08.137
And the analytical he's looking for.

00:35:08.137 --> 00:35:09.221
I'll just use your example.

00:35:09.221 --> 00:35:13.320
If he asks about the static pressure, he wants to know exactly what that is.

00:35:13.320 --> 00:35:20.697
He doesn't want a ballpark Right, because it makes you look like you don't know what you're talking about if you give that guy a ballpark.

00:35:21.469 --> 00:35:27.119
No, you'll lose trust, right, I guess somewhere around 1.25.

00:35:27.250 --> 00:35:29.077
No, they want to know Right.

00:35:31.951 --> 00:35:33.317
Anyway, I know it's a science.

00:35:33.317 --> 00:35:37.378
It's a fun science to practice and try to learn it.

00:35:37.378 --> 00:35:41.557
But I read you pretty quickly.

00:35:42.871 --> 00:35:49.938
So somebody listening to this conversation where would you recommend them?

00:35:49.938 --> 00:35:56.025
Start to figuring out who they are and to figure out who other people are.

00:35:56.025 --> 00:36:03.063
What would it be to go read that with the book you Versatile Selling, or would it be?

00:36:05.871 --> 00:36:15.284
Corey, I'm sure there's a lot of learning potential and availability out there on learning social styles of selling and buying.

00:36:15.284 --> 00:36:17.193
I would recommend that.

00:36:17.193 --> 00:36:21.382
Do that and don't tell me you don't have enough time.

00:36:21.382 --> 00:36:24.793
We're in our cars a lot driving.

00:36:24.793 --> 00:36:28.762
People call that the travel university.

00:36:28.762 --> 00:36:42.250
Right, listen to podcasts like yours that you have and listen, go on youtube and just start digging in and looking and learn how to read personality styles in a selling situation.

00:36:42.250 --> 00:36:44.916
I don't care which one you're doing.

00:36:44.916 --> 00:36:56.403
It doesn't have to be that book it could be any resource but first learn what you are and then identify how others are and then practice it.

00:36:59.074 --> 00:37:03.242
And will that book give you an idea of who you are based on the content?

00:37:03.242 --> 00:37:06.289
Okay, yes, yes, interesting.

00:37:06.289 --> 00:37:18.266
Yeah, I could see how this could be a downfall, for sure when people don't know, and then a massive benefit if they do know.

00:37:20.510 --> 00:37:22.253
It's a massive benefit if they do know.

00:37:22.353 --> 00:37:46.416
And it's a massive benefit if you can start to identify what others are saying to you is when you're in that situation and you have 90 minutes in somebody's home, if you can quickly identify that personality style, then you can quickly adapt your assertiveness, your selling style to make that homeowner more comfortable.

00:37:47.780 --> 00:38:01.405
If I go to somebody's house and I go in and they say you have 45 minutes and I say I really need 90 minutes to do a really thorough evaluation so you get the proper equipment, I do the right sizing, and they say no, 45 minutes.

00:38:01.405 --> 00:38:08.273
Right there, they're a driver, right, you better be prepared to offer choices, right?

00:38:08.273 --> 00:38:15.001
If I walk in there and I say I need 90 minutes and they say obviously your CSR should have already prompted that.

00:38:15.001 --> 00:38:29.918
But if they say I need 90 minutes and the buyer says oh, I'm good, you need more time, take more time, well, right there it starts to tell me that's probably an amulet or it could be an expressive.

00:38:29.918 --> 00:38:32.684
But then start to see how they react with you.

00:38:32.684 --> 00:38:35.353
Next they start asking you questions.

00:38:35.353 --> 00:38:45.351
A piece of paper out with tablet with notes already down that's probably analytical, probably.

00:38:45.492 --> 00:38:47.817
Yeah, are there certain?

00:38:47.817 --> 00:38:52.686
And it's not to trick anybody, but are there certain questions?

00:38:52.686 --> 00:39:00.483
I guess that you could ask to draw out some language that would give you an idea of where that person is.

00:39:03.231 --> 00:39:05.036
I think the most powerful you know.

00:39:05.036 --> 00:39:10.215
There's a list of questions what could I?

00:39:10.215 --> 00:39:11.943
How could I help you with your comfort?

00:39:11.943 --> 00:39:13.070
How can I help you with your comfort?

00:39:13.070 --> 00:39:15.539
How could I help you with your efficiency?

00:39:15.539 --> 00:39:17.436
How could I help you with your utility bill?

00:39:19.130 --> 00:39:30.878
But the biggest question I like to ask, because the beginning of the sales process people don't divulge right, they don't tell you what the real reason for buying is.

00:39:30.878 --> 00:39:39.262
So you go through the normal ask of questions what do you like least to best those kind of questions.

00:39:39.262 --> 00:39:58.873
But the best question for me is and I always do it if I could give you a magic wand and I handed it to you and you could fix one thing or change one thing about your heating and air conditioning system, what would it be?

00:39:58.873 --> 00:39:59.795
That kind of reveals a lot at that point.

00:39:59.795 --> 00:40:02.621
If you could change one thing, what would it be with a magic wand?

00:40:02.621 --> 00:40:13.965
If they say I'd like my utility bill to go down, okay, you're probably an analytical or driver.

00:40:13.965 --> 00:40:19.862
If they say I just want that, I want the best, most efficient system out there, probably an expressive.

00:40:19.862 --> 00:40:21.911
So there's.

00:40:21.911 --> 00:40:25.001
I like that question at some point in the sales process.

00:40:25.001 --> 00:40:28.219
What if I could give you a magic wand and fix one thing or change one thing for you.

00:40:28.219 --> 00:40:28.701
What would it be?

00:40:30.172 --> 00:40:36.076
One question that's always bothered me is what do you like about your current system?

00:40:36.076 --> 00:40:40.992
In my opinion, they haven't really thought about what they like.

00:40:40.992 --> 00:40:43.599
They just know the damn thing's not working Right.

00:40:43.599 --> 00:40:44.402
They don't really.

00:40:44.402 --> 00:40:47.255
I just that question.

00:40:47.255 --> 00:40:48.777
I just don't understand.

00:40:48.777 --> 00:40:57.079
It just seems like a really wide open question that is not super valuable, because I just don't know that you're going to get the answer you're looking for.

00:40:57.079 --> 00:41:00.440
But what you're asking is we know the magic wand question.

00:41:00.440 --> 00:41:06.922
Now it gives them an opportunity to imagine and that makes complete sense.

00:41:09.114 --> 00:41:15.318
Another one I think is a very good question is what is your criteria for this?

00:41:15.318 --> 00:41:23.081
Purchase Makes sense, and they may not even know because they've only bought maybe none.

00:41:23.081 --> 00:41:25.577
Now they're going to buy their first time.

00:41:25.577 --> 00:41:29.400
It's not like buying a car, where they bought cars already and bought more than one car in their life.

00:41:29.400 --> 00:41:32.769
They probably only buy one or two hvac systems.

00:41:32.769 --> 00:41:34.202
But what?

00:41:34.202 --> 00:41:35.150
What is your criteria?

00:41:39.036 --> 00:41:40.538
hmm, that makes sense.

00:41:40.538 --> 00:41:43.161
And if they go lower the bill?

00:41:43.161 --> 00:41:45.144
Now you understand what they are.

00:41:45.144 --> 00:41:50.670
If they say my bedroom's hot and my wife gets on my ass about it, but then that's a whole different.

00:41:50.670 --> 00:41:55.355
But it opens the door for them to tell you what the pain point is.

00:41:56.157 --> 00:41:57.644
Exactly that's the whole point.

00:41:57.644 --> 00:42:09.875
In one of my classes I talk about peeling away the onion to really get down to what it is that's really bothering them, and sometimes they don't divulge that early in the sales process.

00:42:11.050 --> 00:42:13.143
Most of the time they don't actually no they don't divulge that early in the sales process.

00:42:13.163 --> 00:42:13.887
Most of the time they don't actually.

00:42:13.887 --> 00:42:15.735
No, they don't, but part of it's what you said.

00:42:15.735 --> 00:42:19.050
They don't really know why they think they need a new system.

00:42:19.050 --> 00:42:39.623
Usually they think they need a new system when it dies, but right now, with this refrigeration change and on a service call, there's going to be a lot to talk about in the middle of this upcoming year when the R410 equipment availability is slowly diminished.

00:42:39.623 --> 00:42:49.094
And if you're a homeowner, you got to say do I want to buy the new one or do I want to go with the one?

00:42:49.094 --> 00:42:52.322
That's been consistent for the last 27 years.

00:42:52.322 --> 00:42:56.538
It's the contractor.

00:42:56.538 --> 00:43:04.541
He's got a sales consultant, they got to figure out the best way and they got to see what their supplier actually still has in stock.

00:43:04.541 --> 00:43:06.615
It's going to be chaos.

00:43:06.615 --> 00:43:08.438
We're in a zone of disruption right now.

00:43:08.438 --> 00:43:12.811
Yeah, sorry about that.

00:43:12.911 --> 00:43:24.496
Yeah, yeah, and without having good training and understanding how to navigate this, it is going to be a problem for sure.

00:43:24.496 --> 00:43:36.039
Yeah, I think the industry as a whole is in for it's going to be a it may be a rough year.

00:43:36.039 --> 00:43:38.030
It may be a rough year.

00:43:38.030 --> 00:43:48.927
When this happened the last time, since you've been in the business for 140 years, what did you see was the biggest?

00:43:48.927 --> 00:43:57.960
What did you see was the biggest the biggest problem when this change happened last time?

00:43:58.019 --> 00:44:01.452
I loved it you loved it, I loved it.

00:44:01.452 --> 00:44:02.295
Okay.

00:44:02.295 --> 00:44:05.905
So let's talk about the timeline of the hvac industry.

00:44:05.905 --> 00:44:16.599
Back in the day I can't remember what year it was, but we from we went up to 80% AFU, so it was lower than that.

00:44:16.599 --> 00:44:24.574
And then we went to 10 C for those listening seasonal energy efficiency of the outdoor unit.

00:44:24.574 --> 00:44:34.914
And then we went a few years and then we went up to minimum standard and the minimum standard for heating is still 80%, by the way.

00:44:34.914 --> 00:44:37.432
But then we went on the SEER rating.

00:44:37.432 --> 00:44:38.751
We went from 10 to 13.

00:44:38.751 --> 00:44:49.532
And that change was more disruptive than the refrigerant because the units all got bigger and everybody freaked out.

00:44:49.532 --> 00:44:59.990
And then the refrigerant change came and it was ozone friendly, it was easy.

00:44:59.990 --> 00:45:02.987
It was easy, and the contractors.

00:45:02.987 --> 00:45:13.577
It was more money, but the contractors adapted quickly and we loved it because homeowners were buying up pretty fast when we changed the refrigerant.

00:45:13.577 --> 00:45:21.094
And then the C-rays got raised again, and raised again, and now the refrigerant's being changed out.

00:45:22.456 --> 00:45:31.349
I'm sure in another couple of years and I hope it doesn't happen minimum gas efficiency may go up to above 80%, and that's going to be a nightmare.

00:45:31.349 --> 00:45:33.559
That will be a nightmare above 80%, and that's going to be a nightmare.

00:45:33.559 --> 00:45:38.474
That will be a nightmare, but sometimes change is progress.

00:45:38.474 --> 00:45:40.010
Right, and I think this is progress.

00:45:40.010 --> 00:45:42.670
We're saving, helping save the environment.

00:45:42.670 --> 00:45:51.574
People are getting a global warming potentiality in check and the ozone has been somewhat healed.

00:45:51.574 --> 00:46:03.630
It's a good story to tell, but R410, if you buy a system now with R410 and you have it maintained and serviced properly, it should last you 20 years.

00:46:03.630 --> 00:46:09.253
And the R454, same thing lasts 20 years.

00:46:09.253 --> 00:46:13.090
So this next year is going to be homeowners.

00:46:13.090 --> 00:46:14.152
Got more of a choice now.

00:46:14.152 --> 00:46:17.784
Makes sense, makes sense Makes sense.

00:46:21.452 --> 00:46:25.860
So this will be probably a difficult question because you have so much information.

00:46:25.860 --> 00:46:31.818
But if you were just a homeowner, what decision would you make?

00:46:31.818 --> 00:46:35.556
Would you stay with the R410 or would you go with the new product?

00:46:38.067 --> 00:46:41.056
It would depend on the price, of the retail price.

00:46:41.056 --> 00:46:44.710
I would want to know.

00:46:44.710 --> 00:46:51.480
If I'm selling to somebody and they're asking me, I'd ask how long do you plan on staying in this house?

00:46:51.480 --> 00:47:11.891
You plan on staying in this house and I think that the easiest way to sell HVAC and this is crazy how simple it is the homeowner you give them the resources where it says an HVAC system should last you 15 to 20 years if maintained properly.

00:47:11.891 --> 00:47:13.753
Okay, so let's just use the 15 years.

00:47:13.753 --> 00:47:23.952
If you take 15 years times 365 days, I think that's 5,450 days, okay.

00:47:23.952 --> 00:47:24.132
Okay.

00:47:25.193 --> 00:47:35.516
If you take 5,450 days and divide that, let's say it's $5,450, right, the difference in the two systems.

00:47:35.516 --> 00:47:42.518
If you take $5,450 and divide it by 5,450 days, that's a dollar a day.

00:47:42.518 --> 00:47:53.315
But the better equipment efficiency-wise and I'm not talking about the refrigerant, the efficiency-wise is going to save you money.

00:47:53.315 --> 00:48:04.059
So if it saves you $300 a year I don't know you do the math 365 days divided by $300, I don't know like 75 cents, 80 cents.

00:48:04.059 --> 00:48:14.956
So the better system that's got variable speed and higher efficiency, that's going to cost you a dollar a day, is giving you back a return on your investment of 80 cents a day.

00:48:14.956 --> 00:48:18.759
So the better system is now really only costing you 20 dollar a day.

00:48:18.759 --> 00:48:21.521
It's giving you back a return on your investment of 80 cents a day.

00:48:21.521 --> 00:48:24.184
So the better system is now really only costing you 20 cents a day, like it's a no brainer.

00:48:24.184 --> 00:48:25.708
It's a no brainer when you talk about how much is it per day.

00:48:25.728 --> 00:48:39.244
People look at this number at the end of the quote and they say the difference between a 14 SEER and a 17.5-seer is $5,450.

00:48:39.244 --> 00:48:44.452
Okay, it's a dollar a day, but it's saving you 75 cents 80 cents a day.

00:48:44.452 --> 00:48:47.938
So the better system is only costing you 15 cents a day.

00:48:47.938 --> 00:49:00.284
You tell me I don't know what your convenience stores are down in North Carolina where you live, but up in Pennsylvania there's a war between sheets and blah, blah, blah.

00:49:00.284 --> 00:49:10.840
You think about how many times a consumer goes into those convenience stores and spends 10 bucks, because that's the average of what a homeowner spends per day in one of those fast convenience stores.

00:49:10.840 --> 00:49:12.449
They spend $10 a day.

00:49:12.449 --> 00:49:13.474
Not even thinking about it.

00:49:16.806 --> 00:49:17.690
That's a really good point.

00:49:18.764 --> 00:49:19.570
You know where I saw that.

00:49:19.570 --> 00:49:20.697
It hit me years ago.

00:49:20.697 --> 00:49:27.157
I was driving back on the turnpike and I saw a billboard and it said this billboard only costs you X per day.

00:49:27.157 --> 00:49:42.742
I'm like wow, when you really start looking at it per day, it's so much easier to sell a heating and air conditioning system and upgrading it to the homeowner if you just narrow it down to the cost per day.

00:49:45.346 --> 00:49:47.369
Yeah, because most people are going to your point.

00:49:47.369 --> 00:49:55.099
Most people are going to Wawa or they're going through Starbucks and they're spending exactly around $10 every day to do either one of those things.

00:49:58.768 --> 00:50:01.496
So I know when I was in sales that's what I would do.

00:50:01.496 --> 00:50:03.030
I would like it's per day.

00:50:03.030 --> 00:50:04.190
What's it going to cost you per day?

00:50:04.945 --> 00:50:27.581
Yeah, and if you do the math and you walk it back to your point with the rebates and with all the things, if you know how to do that and I'm sure all of your people do know how to do that it makes that number very obtainable, even though the bigger number is what you're signing the check for or the financing for.

00:50:27.581 --> 00:50:32.213
But if you break it down, like I said, with the rebates and with the energy savings and….

00:50:33.697 --> 00:50:34.739
Tax credits.

00:50:35.268 --> 00:50:50.838
Yeah, you're looking at four or five thousand dollars over the next 10 years I didn't even equate that into those numbers just now so then it's really a no-brainer if you know how to do that and some people don't, but it's.

00:50:50.838 --> 00:50:54.574
It makes it very simple for the homeowner to make a decision.

00:50:59.324 --> 00:51:01.688
If you present that to an analytical, it's a done deal.

00:51:01.688 --> 00:51:01.788
Man.

00:51:01.788 --> 00:51:22.411
If you say to the driver personality you want me to show you how you can get a return on your investment and after I show you you can make a decision, that now puts it back into their hands that they're the boss, you give it to the amulet and they're like wow, I feel really warm and fuzzy because you just showed me how this is going to save me money and actually make me money.

00:51:22.411 --> 00:51:34.306
When you throw in the rebates and all that stuff like you just mentioned, and the expressive, he's at the local barbecue boasting about how the system he just bought was like $18,000, $20,000.

00:51:34.306 --> 00:51:37.088
But after he did the math, he's making money on it.

00:51:38.489 --> 00:51:38.990
That's right.

00:51:38.990 --> 00:51:44.474
So you've covered all four of them with the same process, correct.

00:51:44.474 --> 00:51:46.876
Yeah, that makes complete sense.

00:51:46.876 --> 00:51:51.701
Yeah, it's nuts to not do it that way.

00:51:51.701 --> 00:52:02.590
It's nuts, and I've seen sales teams just can't wrap their head around it and I'm not sure why you know what I've done Now with the technology.

00:52:02.610 --> 00:52:07.112
The way it is, I just have an open spreadsheet and I plug the numbers in and it does it for me.

00:52:07.112 --> 00:52:12.411
But back in the day I just take a piece of paper out and I would have them write it down.

00:52:12.411 --> 00:52:14.516
Yes, sir the, and I would have them write it down.

00:52:14.516 --> 00:52:14.916
Yes, sir the buyer.

00:52:14.916 --> 00:52:19.222
I'd say let's do the math together and let's times this by this and write that number down for me.

00:52:19.222 --> 00:52:27.713
They write it down and then we do the next step and write it down and as they're writing it down, it's clicking because they're engaged in the math.

00:52:27.733 --> 00:52:34.112
That's right, a hundred percent and they're part of the sale.

00:52:34.112 --> 00:52:34.795
It's their own.

00:52:34.795 --> 00:52:37.568
Yeah, a hundred percent, and they're part of the sale.

00:52:37.568 --> 00:52:38.128
It's their own.

00:52:38.128 --> 00:52:38.728
Yeah, a hundred percent.

00:52:38.728 --> 00:52:48.199
And not to mention there's a massive amount of statistics behind physically writing something down and it's embedding into your brain and that connection.

00:52:48.199 --> 00:52:50.181
And a hundred percent, yeah, I agree with you.

00:52:51.126 --> 00:52:52.333
You're making yourself accountable.

00:52:52.333 --> 00:52:53.907
Yeah, that's right.

00:52:54.570 --> 00:52:56.295
That's right, a hundred percent.

00:52:56.295 --> 00:53:00.634
This has been a great conversation.

00:53:00.634 --> 00:53:03.034
I know we're getting close to the end here.

00:53:03.034 --> 00:53:10.237
I think this has been extremely valuable from so many different points of view here.

00:53:10.237 --> 00:53:42.597
I think it's really important that you talked about the refrigerant change and what we've got coming up with that, and then I would encourage people I'm going to go buy this book and I'm going to listen to it for sure, because I'm just very interested in understanding more about myself and more about other people and I would encourage anybody listening to this that you should absolutely especially if you're in sales or if you're hell, if you're not in sales and you just want to have easier conversations you should go check this book out.

00:53:43.284 --> 00:53:44.329
Even if you have kids.

00:53:45.306 --> 00:53:47.028
That's right, because that's a sale.

00:53:47.028 --> 00:53:50.175
That's always a sale, somebody constantly.

00:53:50.175 --> 00:53:55.072
So, carl, if somebody wanted to reach out to you, where would they do that?

00:53:56.717 --> 00:54:06.634
I am on LinkedIn, I am on Facebook, but my email is cwi at Piercecom and it's P-E-I-R-C-E.

00:54:06.634 --> 00:54:09.253
We spell it not I before E.

00:54:09.253 --> 00:54:13.568
So it's cwi at Pierce, p-e-i-r-c-ecom Perfect, and I'd love that anybody wants to chat about it.

00:54:13.568 --> 00:54:17.932
So it's CWI at Pierce, p-e-i-r-c-e dot com Perfect, and I'd love that anybody wants to chat about it.

00:54:17.932 --> 00:54:24.219
I'd love to serve back and get back to the industry and there's a real science behind this and I love doing it.

00:54:24.219 --> 00:54:24.940
I love playing it.

00:54:24.940 --> 00:54:25.360
All the time.

00:54:25.400 --> 00:54:33.646
I try to read people's personalities and most of the time I'm right, but there's a lot of other ways to learn.

00:54:33.646 --> 00:54:40.454
I've said this to you on personal conversations that you and I've had, and I think this comes from the book Atomic Habit.

00:54:40.454 --> 00:54:47.514
All you got to do is get 1% better a day and over the course of the year that's 37% better.

00:54:47.514 --> 00:54:53.831
I don't think anyone listening to this would not want to be 37% better in anything they do in a year.

00:54:53.831 --> 00:54:56.492
It only takes 1% a day.

00:54:56.492 --> 00:55:09.356
And the last thing I'll say before we say happy holidays and Merry Christmas and Happy Hanukkah to everybody you can't take care of the ones you love if you don't take care of yourself.

00:55:09.356 --> 00:55:12.632
So take care of yourself.

00:55:12.632 --> 00:55:16.893
And it's not selfish, so you can take care of the ones you love.

00:55:18.726 --> 00:55:20.974
Yeah, I agree, I totally agree.

00:55:20.974 --> 00:55:23.070
You can't help anybody else if you're not well.

00:55:23.070 --> 00:55:26.670
Yeah, carl, I appreciate you.

00:55:26.670 --> 00:55:28.568
My friend Really enjoyed the conversation.

00:55:29.652 --> 00:55:30.135
Let's rock.

00:55:30.135 --> 00:55:36.548
I'll definitely see you in August, april, april, april, that's right, thank you.

00:55:37.847 --> 00:55:38.329
All right.

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