an account manager wants to discount something because an existing customer is considering a lower price competitor.

All right.

So I'm not afraid of discounting, but it's one of the things we track in our monthly analysis.

I would say, sir, we have the exact same option.

If you don't have options, you're kind of screwed.

So we've got that option. That's a

builder grade option. It's a 10,000 cycle spring or a 10,000 cycle roller. We've got that option for

that price. What I was trying to do is build the opportunity by giving more. There's a reason why

call centers and alarm companies and everyone like at the auto, if you go to like a dealership, they all bundle stuff.

So you bundle it in a way that's super profitable.

And if you've got to take something out, you're not losing.

What I try to do, let me get back to the core of my message.

I add things that are a little cost for us,

but a great value to the client. Rather than discounting this job $100, I'm going to give

you Deco Hardware and a search protector. It's a $140 value, but we don't pay a lot for it.

And it helps us to convert those leads into sold customers.

Welcome to the home service expert, where each week Tommy chats with world-class

entrepreneurs and experts in various fields, like marketing, sales, hiring, and leadership,

to find out what's really behind their success in business. Now, your host, the Home Service Millionaire, Tommy Mello.

Before we get started, I wanted to share two important things with you.

First, I want you to implement what you learned today.

To do that, you'll have to take a lot of notes,

...