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Become A Top Selling Salesman

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  1. Mentality Of A Top Salesman

    Intro
  2. Waking Up In The Morning
  3. Driving To Work
  4. Being On Time
  5. Reading The Job History
  6. Pre-Screen Call Using Zillow
  7. Walking Up To The Home
  8. Mentality Quiz
    1 Quiz
  9. Sales & Estimate Process
    Why To Buy Today
  10. Setting The Stage
  11. Building Urgency Early
  12. Attic Inspection
  13. Measurements
  14. How To Use Presentation Book
  15. Going Over Options
  16. Step Financing Explained
  17. How To Reset The One Legger
  18. Selling Your Company
  19. How To Peak A Customers Interest
  20. Install Incentive Close
  21. Asking For Their Business
  22. Post Close
  23. Explaining A Single Stage Furnace
  24. Explaining A Single Stage AC System
  25. Explaining A Variable 2 Stage AC System
  26. Explaining A Variable Stage Furnace
  27. Sales & Estimate Quiz
    1 Quiz
  28. IAQ & Ducting
    Drawing Their Duct System
  29. Insulation Level Check
  30. Attic Inspection
  31. Duct Inspection
  32. Dampers Explained
  33. Greyflex Ducting
  34. Asbestos Ducting
  35. Mylar Ducting
  36. Explaining A UV Light
  37. IAQ & Duct Quiz
    1 Quiz
  38. How To Build Urgency
    4 Reasons To Replace Your Ducts
  39. Turning Over A System To A Salesman
  40. Turning Over A System To Yourself
  41. Shoulder Season
  42. Next Day Installation
  43. Creating Urgency With A Poor Condition Heat Exchanger
  44. Building Urgency Quiz
    1 Quiz
  45. MISC
    Inspecting Tubular Heat Exchanger
  46. Explaining Tubular Heat Exchanger
  47. Inspecting Serpentine Heat Exchanger
  48. Explaining Serpentine Heat Exchanger
  49. Inspecting Lennox Duracurve Heat Exchanger
  50. Explaining Clamshell Heat Exchanger
  51. Heating Sequence Of Operation
  52. Drawing A System
  53. Rat Check
  54. Ladder Drop Attic Access
Video 38 of 54
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4 Reasons To Replace Your Ducts

In this segment, I’ll guide you through effectively communicating the necessity of ductwork replacement to your customers. This discussion is particularly relevant for situations where a customer has recently updated their HVAC equipment but retained outdated ductwork. Our focus will be on highlighting four primary reasons for replacement: comfort, efficiency, indoor air quality, and system longevity. Surprisingly, many homeowners prioritize the longevity of their system over immediate air quality improvements. Our goal is to present a comprehensive case that encompasses all these aspects, thereby significantly enhancing the likelihood of them opting for an upgrade.

Before diving into the specifics of the ductwork, it’s beneficial to sit the customer down and walk them through the basics of how their HVAC system functions and the efficiency issues at play. For the sake of this example, let’s consider an upflow system located in a closet with accessible ductwork in the attic, though the principles apply broadly.

Firstly, explain the journey of air through the system, from room intake through the air filter, furnace (or heat exchanger for a gas-fired system), and the evaporator coil, emphasizing the coil’s role as the indoor air conditioner. Highlight the significance of the supply plenum as the main air distribution hub.

When discussing airflow and temperature discrepancies, use real-life examples from their home, such as rooms with varying comfort levels, to illustrate the impact of ductwork design flaws. During an attic inspection, focus on the connections within the duct system, where leaks and improper sealing can lead to significant efficiency losses and indoor air quality issues. Introduce concepts like the Venturi effect to explain how attic air can infiltrate the ductwork, stressing the health risks associated with inhaling air contaminated by attic particulates, including rodent droppings and chemical residues.

Emphasize the technical inadequacies of the existing ductwork, such as the insulation value being below current standards and the absence of dampers for air balancing. By relating these issues back to their personal experience — mentioning specific rooms that are uncomfortable or highlighting visible dirt streaks (“dog ears”) around vents — you make the problem tangible and urgent.

Conclude by addressing the premature wear on their relatively new HVAC system caused by the existing ductwork’s inefficiencies. This comprehensive approach not only educates the customer on the importance of ductwork in maintaining their system’s efficiency and longevity but also positions you as a knowledgeable and trustworthy professional.

By covering the four critical aspects of why ductwork replacement is essential — comfort, efficiency, indoor air quality, and longevity — you provide a well-rounded argument that addresses various homeowner concerns. This strategy enables customers to make informed decisions and significantly increases your chances of facilitating ductwork upgrades. Hopefully, this guidance empowers you to enhance your professional presentation and successfully advocate for healthier, more efficient home environments through ductwork replacement.

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