$130M Sales Director on How to Close More Jobs with Shane Belzer of F.H. Furr

Waste No Day: A Home Services Motivational Podcast

Brian Burton & Nate Minnich

Entrepreneurship, Business, Business:entrepreneurship

5.0 • 547 Ratings

🗓️ 12 June 2023

⏱️ 97 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

In today’s show, we are putting Shane Belzer in your passenger seat to discuss how to close more jobs. Shane started his journey in the trades as an apprentice in the typical “thrown to the wolves” training method. After gaining some success and working his way up, he took a break from the trades before returning in a more dedicated sales role. Moving from Comfort Consultant, to Sales Coach, to Director of Sales, he now sits as the Regional Director of Sales overseeing $130M in sales for F.H. Furr based out of Manassa, VA. Through the years Shane has refined his sales acumen to a science, focusing on radical consistency as the foundation for success. On today’s show, he shares some of the elements he has learned and what it looks like to apply them in the field.

Transcript

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0:00.0	Consultants should be practicing. They should be practicing, you know, every week with each other,
0:07.0	role playing, and really seeing ways to fix the small issues. I always say you got to do 100 things right to make a sell.
0:17.0	It only takes one thing to lose it. And if you're just missing up on that one thing,
0:22.1	maybe you're not petting the dog, you know, maybe you're coming in looking disheveled.
0:26.4	You've got to figure out what that one thing is that's costing you sales. And a lot of time
0:30.6	it's reaching out for help. Coaching.
0:37.2	Welcome to the Waste No Day podcast, a podcast specifically for and about the home services industry as it relates to plumbing, heating, air conditioning, and electrical.
0:48.9	More than a podcast, Waste No Day is a credo, a determination, a mindset.
0:54.5	It is a never-ending discipline. It is a never-ending discipline.
0:56.6	It is a refuse to lose pursuit.
0:59.1	It is a wake-up call every morning to waste no day.
1:03.1	Now here's your host, Nate and Brian
1:19.2	hanging out with you again today, and we are looking forward to another great episode.
1:23.1	This time we're inviting on the show Shane Belzer, the regional director of sales for F.H. Fur,
1:28.1	and we are looking to have a great conversation with him, not only about his story,
1:32.6	what that has meant for him and his family, and of course the business that he works for,
1:36.7	as well as some practical applications to help you be a better tech in the field or
1:42.1	a comfort advisor is going to be a great time.
1:44.8	Before we get into that, Brian and I are going to spend a little bit of time ourselves talking
1:49.3	about this and we're turning to Brian for our quote.
1:53.0	Get around people with goals, people with plans, people who are going somewhere with their
1:58.2	lives and have high aspirations.
	...

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