Greetings, fellow home service sales & marketing nerds! You may recall that last month I promised we’d talk about greed as a lever in this month’s newsletter.  Well, we’re not doing that. The topic doesn’t sound particularly exciting to me right now, so I’m going to write about something else. It’s my newsletter...

This is newsletter #1 on the topic of “needs levers”. ”What the heck is a ‘needs lever’?”… you are asking this under your breath right now. I know you are. A ‘needs lever’ simply refers to one’s ability to a)understand a core human need, b)recognize it in a customer, and c)use it to ethically influence...

Hey DiD’ers!  Let’s talk “locked boxes”.  When a prospect calls or messages, it can feel like you are speaking with a “locked box”.  You don’t know what’s important to them, what their past experiences have been, what brings them joy or misery, what they are afraid of, and so on.  On top of that, many...