When we're teaching our employees, we like to do a little bit of classroom, a lot of hands-on,

a lot of Q&A, a lot of lecturing, try to mix it up.

And what I find when I go through and I look at people's training program, it's 90% fluff.

They take a long time to teach somebody the core values and the things they need to know.

The majority of my time when people come to Phoenix, they spend four weeks in their market, four weeks here. I'm trying to get

that down to six weeks because even we have fluff. I think you should be thinking about things like

eye contact, body language, tonality, when to pause, questions to ask, when to smile, offering

coffee on the way. The questions to ask to when to smile, offering coffee on the way.

The questions to ask to get over objections, the right way to deliver value.

Understanding buyer's habits.

If you don't understand the buyer cycle, who cares about the sales journey?

Figure out how people buy and then service those needs.

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.

Hey guys, really, really looking forward to today. Today's going to be an amazing day.

I'm going to answer some great questions. If you guys have not heard of the book, go to homeservicemillioner.com

for slash podcast.

If you guys haven't heard of my course, go to homeservice millionaire.com and join our free Facebook

group.

It's home service expert group.

We just got done with vertical track.

It went absolutely phenomenal.

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