Freedom Blueprint for Home Services | HVAC, Plumbing, Electrical, Leadership, Business Growth 112 | From First Ring to Final “Yes”: Educate-First Sales for HVAC/Plumbing with Kristen Deese
Show Information
Episode Number: 112
Date: October 27, 2025
Duration: — 52:00
Host Contact Information
Host: Justin Deese
Website: JustinDeese.com
Contact: podcast@JustinDeese.com
Guest Contact Information
Guest: Kristen Deese (Virtual CFO for the Trades)
Company: Virtual CFO for the Trades
Guest Website: — kristendeese.com
Summary
Justin and Kristen break down a practical, no-pressure sales process for home services—from the first CSR touch to in-home presentation, financing, objections, and follow-up. The throughline: educate first, be intentional, and always set the next step. They also hit conference ROI (Pantheon!), why options beat one-price quotes, and how CSRs can “happy call” their way into more booked installs.
Takeaways
- Your sales call starts before the doorbell. Make it easy to do business (online booking/chat) and lead with empathy on the phone.
- CSRs are part of sales. Welcome new customers, ask how they heard about you, and gather “why now?” context.
- Educate first, then present. Use the customer’s own words (hot/cold rooms, pets, air quality) to tailor options.
- Offer options, not ultimatums. Good/Better/Best with clear benefits prevents a 50/50 yes/no trap. Start at “Best,” work down.
- Lead with financing. Present monthly payments on every job; it removes embarrassment and increases close rates.
- Handle “getting other bids” gracefully. Schedule a compare-and-decide visit with all decision makers. Make it a we decision.
- Never leave without a next step. Book a return visit, schedule the install, or set a precise follow-up time.
- Implementation is the silver bullet. Conferences pay when you apply one thing—immediately.
Chapters
- Setting the Stage: Event Season & ROI (Pantheon takeaways)
- Make It Easy to Buy: CSR’s role before the phone even rings
- New Caller Playbook: Welcoming, source tracking, and “why now?”
- In-Home Flow: Intentional first minutes, reading the room, and educating
- Options that Win: Good/Better/Best without overwhelm
- Financing First: Present monthly payments and approvals smartly
- Objections 101: “I’m getting other quotes” → schedule the compare meeting
- Follow-Up that Converts: “Happy call” into a sales call, without the pressure
- Culture Fit: Customer-first vs. revenue-first selling
- Close the Loop: Always leave with a scheduled next action
Keywords
#FreedomBlueprintPodcast #HomeService #HVAC #Plumbing #Electrical #SalesTraining #CSR #ComfortAdvisor #Financing #GoodBetterBest #EducateFirst #FieldSales #ObjectionHandling #FollowUp #Pantheon #ServiceTitan #Implementation #CustomerExperience #KristenDeese #BusinessSpouse #WhenYourBusinessPartnerIsYourSpouse