Preparing Clients for the SLC Call

A $300,000 income in HVAC is not a myth. This episode proves it's possible for any technician to achieve incredible success without a four-year degree.

In episode 50 of The Wisdom of Wrench Podcast, host Kevin Comerford sits down with Service Champion's very own, David Urrutia, a top-performing technician who went from having no HVAC experience to becoming the #1 tech in lead generation revenue. David shares the story of how his sales results skyrocketed once his technical competence grew, and he reveals the simple communication habits that build unbreakable client trust.

You will see the exact process he uses on every call, from asking the right questions to bridging the conversation to a replacement without ever feeling like a pushy salesperson. This is the real story of how genuine customer service and a commitment to your craft can lead to exceptional earnings and a better life for your family.

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Chapters:

0:00 - Can an HVAC Tech Really Make $300,000 a Year? 

0:51 - Meet the #1 Technician in Lead Generation Revenue 

2:40 - How a Shy Kid Became a Top-Performing Technician 

5:59 - How to Get an HVAC Job With No Experience 

8:09 - A Top Technician's Family Life & Motivation 

10:16 - The Person Who Pushed Me to Succeed 

11:50 - The Moment My Sales Results Skyrocketed 

15:25 - How to Build Technical Competence From Scratch 

17:26 - Is a Technician a Sales Role or a Technical Role? 

18:36 - The #1 Mistake That Makes Customers Feel "Sold To" 

21:07 - The 3 C's of a Successful Technician: Competence, Confidence, Control 

23:32 - A Top Tech's Exact Process on a Maintenance Call 

25:26 - The One Question to Ask Every Single Customer 

28:31 - Why You Must Give More to Get More 

30:18 - The World-Class Habit of a #1 Technician 

33:05 - How to Build Unbreakable Trust with a Client's Family 

35:23 - How to Bridge the Conversation to a System Replacement 

38:54 - How to Prepare a Client for the Sales Coordinator Call 

44:19 - Why You Must Personally Follow Up on Every Lead 

47:48 - Is a $300k+ Income Possible Without a 4-Year Degree? 

51:32 - The Power of a Supportive Team Culture 

54:41 - Key Takeaways: David Urrutia's Success Formula 

59:40 - How to Make Your Future Bigger Than Your Past