Upfront Agreements - Part 2 - Special Guest: Rachel Witmer

Waste No Day: A Home Services Motivational Podcast

Brian Burton & Nate Minnich

Entrepreneurship, Business, Business:entrepreneurship

5.0 • 547 Ratings

🗓️ 1 March 2021

⏱️ 66 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

In today’s show, we interview special guest Rachel Witmer. Rachel is a comfort advisor with One Hour Heating and Air Conditioning in Lancaster, PA. Coming into the industry just over a year ago, Rachel has made quick work of employing systems and strategies for the best possible customer experiences. Now serving in a sales roll for heating and air conditioning equipment, Rachel’s natural personality combined with tools like upfront agreements have made her incredibly successful and approachable with her clients. Rachel eloquently explains how the power of having a mutually agreed upon agenda for each call makes the client at ease and her job much easier. Explaining the theory and even a quick roll-play, Rachel describes how having a simple 5–10 minute conversation can make all the difference in how the calls starts and how it ends.

Transcript

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0:00.0	I ran a call, my first call in sales.
0:05.5	I had no blueprint.
0:07.0	I was excited to do this.
0:08.5	I was excited to go out on my first call.
0:10.7	And I gave him those prices.
0:12.3	And I gave him everything.
0:13.8	And in the end, he's like, well, it's a little bit more than I want to spend.
0:17.0	And I was like, wait a minute.
0:19.0	I asked you, you know, it was, it was such a good learning experience for me because I had nothing up front to say, look, this is my process. If we can follow this process, I can more quickly get you what you want.
0:37.1	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.
1:19.3	I'm your co-host, Brian. Another week and another topic. This time we have a new interview for you,
1:25.2	along with the topic that we introduced on part one of the podcast
1:27.9	around upfront agreements. Our interview today is with Rachel Whitmer. She is a comfort advisor
1:34.1	with one hour heating and air conditioning in Lancaster, Pennsylvania. And she's going to be
1:39.1	sharing some of her insights today on the importance of an upfront agreement, how she uses it and the successes that she's
1:46.0	had through that employment. So welcome, Rachel. Thank you. It's nice to be here. Thank you for
1:50.8	having me. Not only is Rachel our first female guest of 2021. Rachel is our first female guest ever.
	...

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