Speakers

Topics By Matt Michel

 

The Prosperity Pill

Speaker: Matt Michel

Learn how to build a year round training program and curriculum that will take your technicians to the next level.

 

The Leadership Principles

Speaker: Matt Michel

Why do we seek to follow some people, but resist others? Explore the practical principles of leadership you can utilize to become a better leader for your organization.

 

Business Advice for Service Contractors:

Speaker: Matt Michel

What we all wished we knew when we started.

 

 

The Power of Positive Pricing

Speaker: Matt Michel

Pricing is an essential part of the marketing mix. Used properly, pricing can enhance the top line and the bottom line. Positive pricing takes a retail approach for service businesses.

 

A Passion for Service

Speaker: Matt Michel

The opposite of passion is apathy and apathy kills a service organization. Learn how to foster a culture of passion...for the company and for the customer.

 

Home Show Marketing

Speaker: Matt Michel

Home shows can be powerful lead generation tools, but only if they are worked correctly. Learn how to get the most out of your next home show.

 

Self-Generating Leads for

HVAC Sales People

Speaker: Matt Michel

Most HVAC salespeople wait for leads to be handed to them. High income salespeople take matters into their own hands and self-generate as many leads as possible. Here's how.

 

Life Design

Speaker: Matt Michel

Life is too short to live accidentally. Learn how to design the best life you can. It's never too late to start. You've got the rest of your life before you.

 

Training to Turbocharge Your Technicians

Speaker: Matt Michel

Learn how to build a year round training program and curriculum that will take your technicians to the next level.

 

Service Innovation

Speaker: Matt Michel

Innovators make transformational leaps their competitors struggle to understand and then, adapt. Learn innovation principles as applied to a service business.

 

Brand You

Speaker: Matt Michel

Unless you build a brand for your business, you operate as a commodity and commodities sell for the lowest price. Learn the history of branding, how anything can be branded, and how to make your business stand out.

 

Maximizing Your Mobile Billboard:

Speaker: Matt Michel

The most powerful marketing medium available to a contractor is the service truck. Learn how to get the most advertising and branding bang from your fleet of mobile billboards.

 

Turbo Marketing:

Speaker: Matt Michel

 

 

 

Topics By David Heimer

 

Relentless Recruiting

Speaker: David Heimer

You can't grow your business if you can't find, hire, and keep the right people. Why is it that some companies can't find qualified personnel while other companies always have a flood of applicants and get to pick and choose? Why are s ome companies always fighting the turnover battles, while other companies routinely keep their best employees for 20-30 years? Learn how to build a recruiting pipeline, attract the kind of employees you want, and keep them with you for years.

 

Service Agreements Best Practices

Speaker: David Heimer

Some companies have thousands of Service Agreements that create generous profits while other companies fail to unlock the potential of Service Agreements. Why is that? David Heimer, Senior Vice President for Service Nation, reviews the service agreement best practices of successful Service Nation members. You will learn:

• The Surprising Benefits of Service Agreements
• Service Agreement Best Practices from Leading Contractors
• Key Performance Indicators You Need to Know for Service Agreements
• How To Get Started

 

Topic By Bob Viering

 

Customer Connection Secrets
Speaker: Bob Viering

How much more successful could your company be if you knew exactly what your customers--or potential customers--were thinking? Wouldn't it be great to know what they really want from your service company? The Service Nation Alliance surveyed over 3,000 members' customers. VP of SNA Programs Bob Viering will discuss what was learned from that survey in these areas and more...

• How to generate more calls and leads
  
• Keys to creating a great service experience
  
• Selling more effectively
  

Topic By Liz Patrick

 

Marketing to Women

Speaker: Liz Patrick

She holds the key to everything and anyone who passes beyond the threshold...and is the key decision maker in service purchases, but do you know how to talk to her or even where to find her? In this seminar, you will learn what she hears, where she hears it and the three key things you should know about her to get her attention.

 

Topics By Vicki & John LaPlant

 

Allocating Overhead and the Power of Pricing

Speaker: John and Vicki La Plant

Intuitively contractors know that service causes considerably more overhead costs in a company than installations do. This session provides a simple way of allocating overhead between service and installation based on labor. But most importantly, during the session the power of using overhead allocation to be creative in margin production during the shoulder seasons is emphasized.

 

You Don't Sell HVAC. You Manufacture Comfort! - How to Beat Low Price Competition

Speaker: John and Vicki La Plant

Companies don't make money and customers don't receive comfort when marketing and sales strategies are based on low price. What limits a company's ability to increase sales and profits is labor capacity so why should a company burn the most precious resource it has - its labor - on jobs that don't return good profit. What limits a customer's comfort is the quality of the installation. This seminar will discuss how to create a company strategy based on selling itself - its uniqueness, its quality, its culture, its products, its services and its people.

 

A Business Plan is more than a Budget

Speaker: John and Vicki La Plant

Many companies create budgets, but less than 10% create a business plan. A budget is a part of a business plan, but the key to an effective business plan is the "how are we going to achieve the budget." This session will describe how to take sales and profit goals and make them a reality by creating the action plans necessary for success.

 

Industry KPIs - What are they & how to achieve them

Speaker: John and Vicki La Plant

A company should always measure its performance against itself, but industry Key Performance Indicators specify the ball park in which the game is played. This seminar will provide the current KPIs that a company should be tracking and provide ideas on how to improve them.

 

Cash Flow Management in Lean Times

Speaker: John and Vicki La Plant

Cash is always king in a business. In uncertain times, managing cash flow should be a top priority. This seminar will present not only where to cut costs, but more importantly how to generate more cash for the business.

 

The Difference between Being a Manager and a Leader

Speaker: John and Vicki La Plant

This session emphasizes that both managers and leaders are necessary in a company and sometimes must be encompassed by the same person, but they are two very different roles. The manager must be tactical, measure KPIs, hold employees responsible, give direction. The leader, on the other hand, must be the visionary, the motivator, creator of the company culture. This session will focus on how to fulfill the leadership role for a company.

 

How to Explain the Cost of Doing Business to Employees

Speaker: John and Vicki La Plant

Do technicians and salespeople complain about the prices that the company establishes? Do employees sometimes think that their hourly wage or base salary is the only cost of doing business? This session will provide participants several examples of how to demonstrate to employees the real cost of doing business in a way that will open their eyes. Participants will be able to take these examples back to their business to use with employees.

 

Boomers, Xers & Millennials in the Workplace - OH MY!

Speaker: John and Vicki La Plant

As Boomers work longer and more millennials enter the work force, a company is often a mixture of employees with different perspectives and values. This session will define who the different generations are and what has influenced each. The focus will be on what motivates each generation and how to work with and accommodate these differing perspectives and values.

 

Amazing Service Starts Inside

Speaker: John and Vicki La Plant

How your CSRs / Dispatchers interact with the customer sets the tone for the total experience the customer will have with your company. This session will focus on the communication aspect of the interaction. The communication process will be divided into the words spoken, the tone of voice used and even body language. (Yes body language matters even over the phone.) Suggestions will also be made about how to answer price questions over the phone.

 

Boomers, Xers & Millennials are Your Customers - OH MY!

Speaker: John and Vicki La Plant

Each generation is defined by the common life experiences they shared while growing up. This session will explain their differences in perspective and values. It will focus on how marketing and selling to each generation must be different. Discussion will center on what offers and promotions appeal to each generation and what is involved in the purchase decision of each generation.

 

Topics By Jim Hinshaw

 

What Are You Afraid Of?

Speaker: Jim Hinshaw

It all starts with things we are afraid of: grizzly bears, jellyfish, scorpions, giant snakes, things that can hurt us bad. Then we move into the one thing we are all afraid of: change. What we see today in our business world is no longer "Business as Usual". In fact, we may not ever be able to do business like we used to years ago. Which actually may not be a bad thing. Ride with me for a while to discover how Change can actually help us improve our lives and businesses. How we may find a rainbow in the Covid storm.

 

Lessons Learned from Endurance, Shackleton's Antarctic Expedition

Speaker: Jim Hinshaw

10 lessons from Sir Ernest Shackleton's expedition to the Antarctic, where he took a group of men on a journey that took 2 years, across hundreds of miles of sea and frozen land, in small boats and on foot, without losing a single man! He showed us the art of leadership, how to get everyone on the same page, and even when survival was not in their future, the team stayed on course.

 

The Perfect Sales Call

Speaker: Jim Hinshaw

We will share how to discover what the customer wants and needs in a comfort solution for their home. Learn how people buy (hint, it is not the lowest price!), how to design the system exactly as they want. Show how they cannot get what you offer anywhere else. How to handle the typical objections we see in the marketplace. What words to say, not to say. How to use financing and energy savings to help put the perfect solution together.

 

The Virtual Sales Call

Speaker: Jim Hinshaw

Similar to the Perfect Sales Call, but for the customer who doesn't want you in the home, or at least wants to limit their exposure to people coming into the home. How to set up the virtual call, what you need to do, what is expected from the homewowner. What is needed to put together a proposal, tools and information. How to handle the typical objections. And lots more.

 

Maintenance Agreement System

Speaker: Jim Hinshaw

How to put together a maintenance agreement program for your company. What much to charge, how to charge that amount, when to charge that amount, all the details. What should be included, not included. How to market it to your customer base, and outside your customer base. How to encourage your team to market and sell M/A. Included is a Affinity marketing program and a perpetual agreement.

 

Topic By Nicole Norris

 

The Success Puzzle

Speaker: Nicole Norris

Have you ever wondered why some people work so hard year after year, barely getting by, and never getting the success they deserve? And others just seem to always succeed?

 

Well, I will tell you what I have learned from some of the most successful contractors in our industry and some of the leading consultants in the trade. There are several pieces to the puzzle, but there aren't THOUSANDS. Like any puzzle, it's not complete until you have all the pieces in place. Join me as we discuss the pieces you need to succeed.

 

Topic By PeriSean Hall

 

The 5 Keys You Need To Unlock Your Potential

Speaker: PeriSean Hall

Sometimes in business (and in life) we feel stuck. We say to ourselves, there's got to be more but how do I get there? How can I achieve my dreams when all the odds are stacked against me? The truth of the matter is, we all have untapped potential.

This talk is designed to show you how to unlock the keys you need for breakthrough in business, and in life. And by the end of this talk, my hope is that you will be inspired to explore, expand and expose the hidden treasures within.