Aeros Seal Benefits and Consequences

we just covered 10 benefits to comfort advisors and Equipment selling service techs from offering Aeros seal to replacement equipment buyers today let's examine six big negatives if you do not offer it you might be wondering why the heck would a company invest all the money for Aeros seal and then not offer it to its clients the answer to that when we get back [Music] in some hbac companies who have Aeros seal the replacement equipment sales team really resists change and hasn't yet gotten on board with offering it maybe they just don't know how yet or they find it too hard or they're afraid it could hurt their equipment sales or they simply aren't convinced themselves of Aros seals value and perhaps they aren't adequately incentivized by the company to maximize the revenue per sales opportunity the extra time to sell it just may not seem to be worth it so if the equipment sales team isn't on board company management is effectively relying on the maintenance and service technicians to sell Aros seal to their equipment buyers down the road as you can probably guess I say Comfort advisers and Equipment selling technicians who could offer aerosal to equipment buyers yet don't are missing the boat if you're in that category I assure you that completing this course will help you do it much more successfully without costing you equipment sales in fact do it right and you'll sell more equipment so here are the six negative outcomes if you don't make offering or including Aeros seal a routine part of your equipment sales process the obvious one of course is less Revenue to the company and lower personal income to you the salesperson from leaving money on the table the added commission from marrow seal and the related increased IAQ and duct Renovations typically averages over $300 per job over the year most Comfort advisers who don't take advantage of the Aeros seale opportunity will lose out on over $20,000 of extra income however I assert your financial loss is actually much bigger than missed Aeros seal commissions negative number two is that you aren't taking advantage of the differentiation opportunity to use installed system performance and improve problem solving to stand out from H other HVAC box sellers put another way you miss out on a great way to increase your equipment closing ratio there's all always someone in your Market who can swap metal boxes cheaper than you can without ways to be different you keep losing opportunities you could have closed because you told the same story as the other guys but your standard equipment price was higher you might be thinking sure but my price will be even higher if I include or offer Aeros seal and that is correct the homeowner's initial investment is higher when they also go with Aeros seal however many do choose to buy it because if you present it right they understand that their total cost of own ownership is lower at the end of the day also doing Aeros seal is actually the most economical way to go the overall perceived value is further increased because Aeros seal also solves or reduces long-standing Comfort dust and unhealthy air problems they invest more and they get more remember there's really no such thing as a price objection it's either a lack of perceived value objection or an affordability objection this course will teach you how to prevent or overcome both but enough about your wallet what are the negatives for the homeowner if you don't offer aerol seal when they're buying new equipment negative number three is that you are simply not serving your client you are not being honest in fact I assert you are starting your relationship based on a lie now that may sound harsh but it is what so see you'll inevitably talk with them about the laboratory rated efficiencies Seer and afue and how even entry-level units are now more efficient than ever before when they choose a new 16 sear AC they're expecting to get the 16 sear they're paying for and when they buy say a 4 tonon unit they expect to get four tons of cooling into their living space not into their attic crawl space or basement if you don't address the situation that their pre-existing duct leakage will drag down the laboratory rated efficiency and output and that they won't get what they think they're paying for you're basically lying by Omission you now know the facts about how leaky Ducks affects hbac equipment performance with knowledge comes responsibility if you know that duck cealing is needed for them to achieve the efficiency comfort and healthy air outcomes that they're looking for I say you simply have a professional responsibility to advise your clients of this I encourage you to adopt my view that the best salese are help people we are buyers assistance we are valuable resources Navigators to help them get to where they want to go it's not our job to decide what they should spend or not spend their money on our job is to help them recognize their problems and pains identify the root causes and offer Solutions then to guide them and inform them and help them make the right choice to achieve their goals duct sealing possibly along with return duct and filter modifications to ensure proper air flow should be part of almost every equipment replacement project now not everyone will choose to also get their Ducks fixed but they all deserve to be informed when it is needed and if the company offers a modest discount on Aeros seal when it is bundled with new equipment which I strongly encourage they deserve to hear that Aeros seal will never be cheaper to buy than if added to this project here's what I find keeps me client centered instead of self-centered I simply ask myself knowing what I know know if this was my mom or my best friend buying a new system what would I recommend negative number four is the greater chance of call backs and complaints new high efficiency equipment with a more powerful ECM indoor blower motor connected to Leaky undersized old Ducks routinely causes call backs and complaints of all kinds increased noise low utility bill savings unresolved uneven temperature issues higher SU humidity in the eastern part of the country premature Service Repairs and warranty calls and sometimes even more dust and worse IAQ even if you don't get a complaint by not fixing the Ducks you definitely miss out on creating a really memorable wow experience apart from the cost to the company there's also the hit on your reputation bad internet reviews less client loyalty fewer referrals you know one of the best ways to avoid High static pressure and low air flow issues is to downsize or more precisely right size when replacing equipment the problem is often not that the Ducks are too small it's that the equipment is too big and that brings us to negative number five from not offering a seal with new equipment a missed opportunity to downsize independent government and utility research and countless load calculations and successful projects done by enlightened contractors proves that when ducks are sealed as part of a replacement equipment project the new AC and heat pump can be safely downsized by at least half a ton often a ton sometimes even more furnaces which are notoriously oversized can also be confidently right sized to a smaller unit one reason many contractors have been uncomfortable downsizing even though their manual J said it was safe is that both the contractor and the homeowner were nervous and didn't really trust the numbers and it turns out that's a reasonable fear if the new equipment is connected to Old undersized duct work with unknown levels of leakage here's what we now know if the ducts are fixed you can trust your manual J if it says a smaller unit will work if duct leakage is minimal then that's what you should propose and here's the often overlooked Synergy the smaller equipment carries a smaller initial investment this is kind of like the customer getting an instant cash rebate they can apply against their investment for complimentary duct repairs think about it if you could confidently install a 3 ton instead of a 4 ton how much less does a client pay most dealers I work with the savings is often over $1,000 apply that savings to offset some of the investment for duct repairs and the project becomes very attractive new equipment if well installed and maintained can last over 15 years if a like for like replacement is done sure the duct repairs could be sold by a technician and done later but another downside is a system will likely end up that much more oversized and the homeowner sentenced to many years of mediocre performance oh and there's really no guarantee the tech can successfully sell aerol seal induct repairs to that like for--like client down the road because negative number six is that not discussing their old ducks and AOS seal when advising them on new equipment can lead to future client irritation and reduced Aeros Seal Service sales as I mentioned some dealer owners and managers I work with kind of let it ride when their equipment sales team resists changing their sales process to include talking about duct issues and opportunities these managers often Comfort themselves by saying well our technicians can always sell AOS seal to that client down the road during maintenance and service calls don't be so sure when I'm doing classes and coaching and ride alongs with maintenance tax here's the most common complaint that I hear they tell me that when they bring up duct leakage and Aeros seal with homeowners who had bought new equipment from their company and the not too distant past the frustrated homeowners inevitably say something like why didn't the salesperson who just sold us this new equipment tell us about all this so that frustration confusion and broken trust actually makes it much less likely the homeowner will accept the technician zeros sale recommendation and may even put other future sales opportuni with this homeowner at risk and it can shine a bad light on the equipment salesperson if the homeowner accepts the duct leakage education provided by the technician the homeowner now thinks their salesperson was either ignorant and poorly trained or even worse didn't have their best interests at heart because they intentionally skipped a discussion about duck leakage you see if their duct issues had at least been matter ofly brought up during the original sales call everything go was much smoother again not every client will buy Aeros seal with their equipment but by at least making the homeowners aware of their leaky Ducks the stage is set for productive followup over the coming years I call it the Chinese water torture sales process drip drip drip now if AOL seal was presented by the salesperson but declined the lead installer or the maintenance tech who visits the home 6 months or a year later can politely yet kind of bluntly ask say Mrs homeowner I was just looking over your records and the paperwork and hey I'm confused why didn't you get us to also fix your old leaky air duct when you bought your new equipment that reopens the conversation and will often result in an Aeros seal sale a few days or even a year after the initial equipment purchase and of course when things are slow you can personally increase your sales by following up on your equipment buyers who didn't pull the trigger on Arrow seal and other ieq accessories 6 months a year after they bought equipment from you many times a zoom meeting is all you need to pick up the business okay so that concludes the six reasons why you don't want to make the mistake of not bringing up duct leakage or Arrow seal at all and expecting the service department to sell it later to recap they are One Missed revenue for the company and missed AOS seal commissions for you two missed opportunity to use Aeros seal to differentiate and increase your equipment closing ratio three it's simply poor customer service even dishonest four missed opportunity to Rost callbacks and complaints and missed opportunity to increase referrals and positive internet reviews five missed opportunity to rightsize the equipment and to use the downsizing sa savings to offset the duct repairs and six decreased odds of you or the service department being able to sell Aeros seal down the road and increased odds of the client coming to think badly of you thanks for being an Aeros seal dealer and for investing the time and energy to learn how to sell it with replacement equipment we'll see you on the next lesson [Music]

we just covered 10 benefits to comfort advisors and Equipment selling service techs from offering Aeros seal to replacement equipment buyers today let&#39;s examine six big negatives if you do not offer it you might be wondering why the heck would a company invest all the money for Aeros seal and then not offer it to its clients the answer to that when we get back [Music] in some hbac companies who have Aeros seal the replacement equipment sales team really resists change and hasn&#39;t yet gotten on board with offering it maybe they just don&#39;t know how yet or they find it too hard or they&#39;re afraid it could hurt their equipment sales or they simply aren&#39;t convinced themselves of Aros seals value and perhaps they aren&#39;t adequately incentivized by the company to maximize the revenue per sales opportunity the extra time to sell it just may not seem to be worth it so if the equipment sales team isn&#39;t on board company management is effectively relying on the maintenance and service technicians to sell Aros seal to their equipment buyers down the road as you can probably guess I say Comfort advisers and Equipment selling technicians who could offer aerosal to equipment buyers yet don&#39;t are missing the boat if you&#39;re in that category I assure you that completing this course will help you do it much more successfully without costing you equipment sales in fact do it right and you&#39;ll sell more equipment so here are the six negative outcomes if you don&#39;t make offering or including Aeros seal a routine part of your equipment sales process the obvious one of course is less Revenue to the company and lower personal income to you the salesperson from leaving money on the table the added commission from marrow seal and the related increased IAQ and duct Renovations typically averages over $300 per job over the year most Comfort advisers who don&#39;t take advantage of the Aeros seale opportunity will lose out on over $20,000 of extra income however I assert your financial loss is actually much bigger than missed Aeros seal commissions negative number two is that you aren&#39;t taking advantage of the differentiation opportunity to use installed system performance and improve problem solving to stand out from H other HVAC box sellers put another way you miss out on a great way to increase your equipment closing ratio there&#39;s all always someone in your Market who can swap metal boxes cheaper than you can without ways to be different you keep losing opportunities you could have closed because you told the same story as the other guys but your standard equipment price was higher you might be thinking sure but my price will be even higher if I include or offer Aeros seal and that is correct the homeowner&#39;s initial investment is higher when they also go with Aeros seal however many do choose to buy it because if you present it right they understand that their total cost of own ownership is lower at the end of the day also doing Aeros seal is actually the most economical way to go the overall perceived value is further increased because Aeros seal also solves or reduces long-standing Comfort dust and unhealthy air problems they invest more and they get more remember there&#39;s really no such thing as a price objection it&#39;s either a lack of perceived value objection or an affordability objection this course will teach you how to prevent or overcome both but enough about your wallet what are the negatives for the homeowner if you don&#39;t offer aerol seal when they&#39;re buying new equipment negative number three is that you are simply not serving your client you are not being honest in fact I assert you are starting your relationship based on a lie now that may sound harsh but it is what so see you&#39;ll inevitably talk with them about the laboratory rated efficiencies Seer and afue and how even entry-level units are now more efficient than ever before when they choose a new 16 sear AC they&#39;re expecting to get the 16 sear they&#39;re paying for and when they buy say a 4 tonon unit they expect to get four tons of cooling into their living space not into their attic crawl space or basement if you don&#39;t address the situation that their pre-existing duct leakage will drag down the laboratory rated efficiency and output and that they won&#39;t get what they think they&#39;re paying for you&#39;re basically lying by Omission you now know the facts about how leaky Ducks affects hbac equipment performance with knowledge comes responsibility if you know that duck cealing is needed for them to achieve the efficiency comfort and healthy air outcomes that they&#39;re looking for I say you simply have a professional responsibility to advise your clients of this I encourage you to adopt my view that the best salese are help people we are buyers assistance we are valuable resources Navigators to help them get to where they want to go it&#39;s not our job to decide what they should spend or not spend their money on our job is to help them recognize their problems and pains identify the root causes and offer Solutions then to guide them and inform them and help them make the right choice to achieve their goals duct sealing possibly along with return duct and filter modifications to ensure proper air flow should be part of almost every equipment replacement project now not everyone will choose to also get their Ducks fixed but they all deserve to be informed when it is needed and if the company offers a modest discount on Aeros seal when it is bundled with new equipment which I strongly encourage they deserve to hear that Aeros seal will never be cheaper to buy than if added to this project here&#39;s what I find keeps me client centered instead of self-centered I simply ask myself knowing what I know know if this was my mom or my best friend buying a new system what would I recommend negative number four is the greater chance of call backs and complaints new high efficiency equipment with a more powerful ECM indoor blower motor connected to Leaky undersized old Ducks routinely causes call backs and complaints of all kinds increased noise low utility bill savings unresolved uneven temperature issues higher SU humidity in the eastern part of the country premature Service Repairs and warranty calls and sometimes even more dust and worse IAQ even if you don&#39;t get a complaint by not fixing the Ducks you definitely miss out on creating a really memorable wow experience apart from the cost to the company there&#39;s also the hit on your reputation bad internet reviews less client loyalty fewer referrals you know one of the best ways to avoid High static pressure and low air flow issues is to downsize or more precisely right size when replacing equipment the problem is often not that the Ducks are too small it&#39;s that the equipment is too big and that brings us to negative number five from not offering a seal with new equipment a missed opportunity to downsize independent government and utility research and countless load calculations and successful projects done by enlightened contractors proves that when ducks are sealed as part of a replacement equipment project the new AC and heat pump can be safely downsized by at least half a ton often a ton sometimes even more furnaces which are notoriously oversized can also be confidently right sized to a smaller unit one reason many contractors have been uncomfortable downsizing even though their manual J said it was safe is that both the contractor and the homeowner were nervous and didn&#39;t really trust the numbers and it turns out that&#39;s a reasonable fear if the new equipment is connected to Old undersized duct work with unknown levels of leakage here&#39;s what we now know if the ducts are fixed you can trust your manual J if it says a smaller unit will work if duct leakage is minimal then that&#39;s what you should propose and here&#39;s the often overlooked Synergy the smaller equipment carries a smaller initial investment this is kind of like the customer getting an instant cash rebate they can apply against their investment for complimentary duct repairs think about it if you could confidently install a 3 ton instead of a 4 ton how much less does a client pay most dealers I work with the savings is often over $1,000 apply that savings to offset some of the investment for duct repairs and the project becomes very attractive new equipment if well installed and maintained can last over 15 years if a like for like replacement is done sure the duct repairs could be sold by a technician and done later but another downside is a system will likely end up that much more oversized and the homeowner sentenced to many years of mediocre performance oh and there&#39;s really no guarantee the tech can successfully sell aerol seal induct repairs to that like for--like client down the road because negative number six is that not discussing their old ducks and AOS seal when advising them on new equipment can lead to future client irritation and reduced Aeros Seal Service sales as I mentioned some dealer owners and managers I work with kind of let it ride when their equipment sales team resists changing their sales process to include talking about duct issues and opportunities these managers often Comfort themselves by saying well our technicians can always sell AOS seal to that client down the road during maintenance and service calls don&#39;t be so sure when I&#39;m doing classes and coaching and ride alongs with maintenance tax here&#39;s the most common complaint that I hear they tell me that when they bring up duct leakage and Aeros seal with homeowners who had bought new equipment from their company and the not too distant past the frustrated homeowners inevitably say something like why didn&#39;t the salesperson who just sold us this new equipment tell us about all this so that frustration confusion and broken trust actually makes it much less likely the homeowner will accept the technician zeros sale recommendation and may even put other future sales opportuni with this homeowner at risk and it can shine a bad light on the equipment salesperson if the homeowner accepts the duct leakage education provided by the technician the homeowner now thinks their salesperson was either ignorant and poorly trained or even worse didn&#39;t have their best interests at heart because they intentionally skipped a discussion about duck leakage you see if their duct issues had at least been matter ofly brought up during the original sales call everything go was much smoother again not every client will buy Aeros seal with their equipment but by at least making the homeowners aware of their leaky Ducks the stage is set for productive followup over the coming years I call it the Chinese water torture sales process drip drip drip now if AOL seal was presented by the salesperson but declined the lead installer or the maintenance tech who visits the home 6 months or a year later can politely yet kind of bluntly ask say Mrs homeowner I was just looking over your records and the paperwork and hey I&#39;m confused why didn&#39;t you get us to also fix your old leaky air duct when you bought your new equipment that reopens the conversation and will often result in an Aeros seal sale a few days or even a year after the initial equipment purchase and of course when things are slow you can personally increase your sales by following up on your equipment buyers who didn&#39;t pull the trigger on Arrow seal and other ieq accessories 6 months a year after they bought equipment from you many times a zoom meeting is all you need to pick up the business okay so that concludes the six reasons why you don&#39;t want to make the mistake of not bringing up duct leakage or Arrow seal at all and expecting the service department to sell it later to recap they are One Missed revenue for the company and missed AOS seal commissions for you two missed opportunity to use Aeros seal to differentiate and increase your equipment closing ratio three it&#39;s simply poor customer service even dishonest four missed opportunity to Rost callbacks and complaints and missed opportunity to increase referrals and positive internet reviews five missed opportunity to rightsize the equipment and to use the downsizing sa savings to offset the duct repairs and six decreased odds of you or the service department being able to sell Aeros seal down the road and increased odds of the client coming to think badly of you thanks for being an Aeros seal dealer and for investing the time and energy to learn how to sell it with replacement equipment we&#39;ll see you on the next lesson [Music]

Transcript for:Aeros Seal Benefits and Consequences

Transcript for:
Aeros Seal Benefits and Consequences