As a fellow salesperson in the residential service space, I am utterly amazed by the incredible value packed into this single TH-cam video. I'm in disbelief that such valuable insights are readily available to everyone for free! Next, I want to address those who might dismiss this by saying, "I would never fall for any salesman tricks." Please, don't fool yourselves. It's easy to say that from behind a screen, but trust me, this guy could sell ice to an eskimo without breaking a sweat. And this was all in an awkward interview setting; imagine what this operator is capable of in his element, in complete flow. And for the naysayers out there, remember, this guy isn't just top 1% in HVAC sales - he's in the top 1% of sales professionals across all industries! Many of us have never even had the chance to experience being sold to by a complete sniper like Sean.
sniper is the key word.. I prefer less sales...more advice......less cold calculated manipulation and more genuine human to human interaction. to each his own though. I couldn't sleep at night if I put a young lower income family in $100,000 SUV. I think Sean would be okay though with it. personally for me this is just me and nobody else I don't want this guy in my house because he's going to manipulate me. I just wish people could be people and not need "techniques".
It’s so funny that some people are even questioning whether or not Sean worked for CM. I was his Sales Manager. Sean’s an amazing person and a friend of mine.
I wouldn't sweat it, Michael. There's always going to be haters. I hope Sean is seeing how much traction this interview has gained -- yours has great numbers too! You both are helping other contractors and making a difference.
Yup, pretty well qualified so that helps a ton, of course. Still, I held CM's record at $4.8MM until Sean demolished it, so he still deserves the recognition.@@seattleprowash5464
You're very welcome, Leo! Glad you enjoyed it! The training Sean experienced with CertainPath is available to all members, as well as the personal coaching the owners of CM Heating received. They're one of our many success stories. If I remember correctly, they joined us as a $3MM making little profit and hating work, because of all the hours they poured into it. Roughly 5 years later, they're doing $30MM in sales, make double-digit profits, and love their work. In fact, they sold their business to private equity for a massive multiple. One owner retired to focus on charity work; the other has taken a leadership position within the private equity company. His name is John Giacomi and one of CertainPath's biggest advocates. If you'd like to speak with him, I can see if he'd be willing to talk with you. Thanks for commenting!
I sat in on the HVAC Champions Panel at the DC Expo where Sean spoke about his secrets to success. Incredibly inspiring and excited to see him on the podcast!
@@trackhawkleo707 Track, sorry! I missed this response. We have Expos twice a year. In the Spring Expo, which is only about 3+ weeks away, we have many of our frontline sales superstars come for an Awards Gala. They'll do roundtable discussion, too. We have another great discussion lined up with three studs.
"If you can't sell, YOU TEACH" The realest thing I believe SEAN did was instead of continuing his sales manager role he decided to get his ass in the field. The confidence of leaving a salary for a 100 percent commission based role says it all. Sean provides immense value to comfort advisors. I been in the field for 3 years and i have learned lot of tactics he talks about, but the way he wraps it all together is second to none. thank you for this video i believe it will help me sell those ones that might of slipped away
Thanks for the great comments, anymeans! Sean is a superstar. He's also with a great company that's bought into implementing the right processes and provided a great environment for him to thrive. Have a great day!
Wow the comment section. Tells me a lot about the mindset of a lot of people out here. You’re never going to have the same success as this guy. If you don’t believe it’s possible.
Amazing information!!! I can’t believe this video doesn’t have hundreds of thousands of views…. I agree 100% about the dogs, exactly what I do. It shows that you are giving the customer trust and once the dog approaches and approves of you “especially when the homeowner says other wise” it gives you huge credibility rather then having the dog just keep barking in the crate or other room the entire time. Makes the appointment so much easier and focused on you.
@@kp-nb3qb Tell your industry friends! Then, become CertainPath members. You can meet Sean at our conventions... and you can meet the countless other Comfort Advisors/salespeople producing over $3MM annually. We have a host of them.
The level of intent for less than $10 million a year in sales..... amazing!! I've been in sales for 30 years and have become complacent, doing things with muscle memory and have lost the ability to answer the "why?" when questioned on tactics or what was said.... Sean is my new inspiration for being alive in my work for the next years until i retire!!!
What percentage are marketed leads vs flips? Like how many are leads that are getting multiple estimates vs his technician getting him out there from a service call? Huge difference between the quality of the call in my opinion. So to hit that percentage of closing of calls that have multiple estimates is really hard to believe. But this interview was really really good and motivational! I recently tried this approach and the guy didn’t choose us but he said that was an amazing sales pitch and wish he could have chosen us but our estimate was just too high compared to the others. But the fact he said that made me think I’ll be able to convert a lot better moving forward with this new approach.
(1) I'm surprised the channel doesn't have more followers with the amount of value I see you've put into it. (2) Sean is a beast. I'm trying to get on his level. I've been an install mechanic for almost five years for the same company. It's one of the best companies in the city and surrounding areas, but I've been coming to terms that I've basically capped my value here and unless I become a supervisor ( which I have no interest in being a glorified baby sitter) I'm not going to have the pay or respect reciprocated. It's wild to see how much more incentive and value my company puts on techs just because they are good at selling the metal, even though they suck at the job in every other field. Install is basically seen as the dumb grunts that will get the job done even if everything sold for them to install is done wrong. And I can't put enough emphasis on the word "WRONG"
Lorian, thank you for the kind words. It's unfortunate to hear that you don't feel like you're valued. Install is so very important. Without you guys, there's no product. Good installers who have virtually no callbacks are worth their weight in gold. Companies can lose significant net profit due to wasteful/unproductive time because of callbacks. Then, the company also suffers reputation-wise due to callbacks. If you want to make money, I would consider a switch to sales, or I would rethink your stance towards management. If you learn the business side of the industry, you become infinitely even more valuable. You can grow from install manager to a GM. Maybe open your own business if you'd like? Either way, keep working hard. And know that there are many, many people in the industry that value what you and other hardworking installers do. Have a great day! Thanks for watching and commenting.
I get that the cost of living varies from area to area. But damn, $30K for a new HVAC system?! Making payments for 10 years? The dollar is officially worthless.
30k isn’t crazy to spend if you make sure you are building that level of value into it. There are plenty of options if you want to go even higher like a Geothermal system or just a regular single stage lowest SEER, base model system with no ductwork. Just educate the homeowner on the options so they can be confident in finding what’s right for them.
@@TheSuccessfulContractor Will he be speaking at any expos in the future? Would love to find out more information on that if so! Or is there a recording of the previous expo he spoke at?
@@brandonneill Great questions! He typically attends with CM Heating, so you may see him in the Fall... but he wouldn't be on stage. Assuming he has another stellar year, I would likely be on the following Spring Crown Champ panel. There is a recording of his panel discussion in DC. That is being edited, and it will be up on the CertainPath Member HUB soon! So, you'll be able to rewatch that.
As someone entering from a sales/marketing perspective these things are more known knowledge than someone who's invested the start of their career on the technical side. This information is essential to success in sales but companies need to have the patience and structure to nurture the sales skills and pressure to sell is high during slow times so it can be hard to get that. It can be frustrating but you can bet I like to compete and ain't hustled technically for nothing. New techs entering should know that the game ultimately isn't who is the best at diagnosing and repairing the unit but who is best at selling the repair. If you wanna win walking into residential you need to start working on sales skills early. I went to technical college and feel like I shoulda been in business school too.
Taking great care of the customer is first and foremost. But that means, as you said, having a great ability to communicate, as you said. Let people know what's happening with their system and educate them on their options. And yes, sometimes, that means helping them see that a replacement makes more sense. Thanks for commenting!
@seanmitchell I have to tell you that this morning as I was getting ready for work I listened to a portion of this segment. Inspired, I then applied (you stated about prior to your calls and seeing the process through in your mind and becoming friends with them). Tell me why!!! I really did have the best day ever. Being a comfort advisor has changed my life and I love what I do, but you inspired me and I just wanted this to be a testament for whoever is reading but hopefully even reach you. if it doesn’t it is what it is but if it does, I just wanna say thank you keep doing what you do!
Time out! $30k for a system. What are you selling? In the Atlanta market, i dont know any company that high for the top VS system. I respect his enthusiasm. Would have liked to hear about product and price presentation. How do you handle when you dont have both decision makers?
I really enjoy these videos they help me even though I've been in sales for over 20 years. I don't know what he means when he kept saying be the "first kia" though?
Thank you! I'm proud of the interview we did together. I'm not comfortable giving his information out to the public, but you might be able to search for him online. Of course, you could always join CertainPath and see him at our Expos! At our Spring Expo, we host hundreds of top HVAC salespeople for an awards gala. They go to training sessions and get to network with each other.
If you don’t think you can sell a 30k system you don’t belong in sales and you don’t believe in your product. This is very normal for high producing advisors now. Shit even 45k tbh
im 28, living in italy, here systems are a bit different, i am a tech having my own company for 6 month, my dad is helping me, he is an amazing hvac tech, he worked in Libia and other places i dont even know where they are, i always struggle when i go alone bcs it seems i cant close deals, he is completly different idk how he does. i am 6 yrs in the trade, i speak with hvac systems, i know what they feel and what the problem is, but i cant speak with ppl! installation here are different, we range from 600 to 2k installation, we have mini splits, i have difficulties understund where i can go on the price, ho much i can push it. is there a method for that? i learned from this video that i never have to go to make it or lose it, i have to find a way to lead the path in more confort zones
Thanks for your interest! However, we only train our member companies, which is around 1,100 - 1,200. If you'd like to know of a CertainPath company in your area, let us know. I know our companies are always hiring.
Sean seems like a hard working salesman , Bob did a great job interviewing him, however I pick up on all those sales techniques and really don't like being played, I would simply get the facts and compare to two other companies, and make my own decision at the kitchen table by myself at a later date. And no I would not set up an appointment 2 days or 3 days later for you to hound me extra. Apparently a lot of people are easily played.
That's because Sean is a car salesman at heart Car sales is predatory That's not 99% of salesman it's not 90% it's 100% of car sales is predatory He's transferred those skills to in-home consultive sales and he's done well God bless them it's hard to really rip people off in the in-home consult of process when it comes to HVAC It really has to do with solving their problems and tailoring and installation that benefits the customer but I agree it's icky to see some of the sales techniques from the car industry being applied so bluntly I think you could do just as well as Sean and drop some of the ick factor but overall if you just take Sean out of it and just listen to the actual facts of the interview I think you'll do well Sean does really well in Washington I'm not so sure his techniques would do so good in Baltimore That's just me that's just an opinion from a personality I think you'll get the most out of these interviews if we eliminate the personalities and learn from that if you don't like him by looking at him know that he runs into that with customers as well and he overcomes it And if Sean can overcome that anybody can overcome it
SALE SALE SALE MORE MONEY MORE MONEY AND THE SHOW WILL GET YOU THAT MONEY THE BETTER THE SHOW THE MORE MONEY FOR YOU AND THE COMPANY ITS ALL ABOUT THE SHOW!!! 💸💸💸💸💸💸💸
Sean is a stud. So impressive. But he will tell you: To sell at those numbers, you need an amazing team around you to generate calls/leads, book the call, dispatch you to the right opportunities, ensure the equipment is properly installed, etc.
@@trackhawkleo707 There's always room for improvement, Leo. The beautiful thing about CertainPath is we offer the proven system, including the sales training Sean has received. Plus, there's roughly 10-15 other business training courses for owners, managers, and team members. As a member, you also have access to our Executive Perspective Bootcamps, which are a part of membership. Those are held monthly in Dallas. You also get one-on-one with a coach who knows our system like the back of their hand; many of our coaches are former GMs. Finally, you have access to our membership! One of the greatest compliments we receive always sound like this: "I can't believe how open all of the members are. I can call anyone at anytime, and they pick up the phone. They'll send me anything they have." Those connections happen at the trainings I mentioned earlier, but they really happen at our national Expos, which we offer 2x a year throughout the country. We routinely get 1,200-1,500 to attend and offer 40-50 unique sessions. Come check us out! I can put you in contact with someone within our organization is you'd like more information.
I went to CM's website and read a years worth of reviews and couldn't find one that mentioned this guy, Sean Mitchell.. figured a guy with an 8.6 million claim would have a pile of reviews!?!? Or at least one ?.? Legit ?
He's definitely legit. We know the CM business well. The company sold to PE a little over a year ago, so you can be assured they reviewed their financials, too.
We've had issues with our last three shows, but we think the audio is pretty good on this one! Our challenges should be fixed starting this Friday. Thanks for commenting.
@@TheSuccessfulContractor I’ll take that as a maybe. I’m really good at the audio/video thing. Also the graphic design thing. Could be what takes y’all to that next level. Just saying. Don’t leave before the miracle happens.
There is a mathematical "sweet spot" between the deployment of assets------people, trucks, billings, office etc-----and gross profit. So.... at 88%, you made $X in gross profit. It's a mathematical fact that if you raised your quoted price by X%, with the actual intent to drop your closing rate to 40%, for example, you'd actually make more money while deploying fewer assets. It's all math. I've met some gifted salesman---who took note of you being a veteran, liking the Yankees or Warren Buffet, played with the dog , always remembered names, blah blah blah, and sold a ton. almost all at 30%-40%. At 80%, I know our price is too low.
Respectfully disagree. Service is absolutely first. That includes presenting homeowners with as much information as possible. Then, you give them the options -- would you like to repair your system for $X, or would you like to replace your system? Ultimately, it's the customer's home and equipment. They should get to decide.
Well the business is 40 years and going. The leads are super hot. Meaning they got some callers calling after having the equipment already repaired previously 7-8 years ago. Sean definitely won't ever close 80% first time home advisor leads lol, not even close! The quality of the lead matters! I know some old Ceo who haven't ran a call for 30 years beg to differ lol! 🤣 but that's because of they're greed. Sean is getting very high quality leads...
@@mustangmike6421 Ahhh, well, he did sell that much. We verify. I would chalk him saying he "didn't remember" up to being nervous. We shoot these interviews in a ballroom converted into a studio with massive green screens, tons of large lights directed at us, several large cameras, and two large microphones. I lot of guys freeze up they get overwhelmed by at all initially.
Good feedback. Truly. We're tinkering with how to make our content better. This definitely helps. Sometimes what works in podcasts doesn't transition to TH-cam.
I didn't see the video, but an 88% close rate should frighten you. 30-33% typically is the best, and industry standard, rate, and someone with a rate that high is whoring his price; he's leaving boucou money on the table. That's a ton of customers who you think love you, but they really love your price. You're bringing a ton of resources to bear, and a 88% close rate is an UNMISTAKABLE sign you're giving work away.
Again, appreciate the response. But we can tell you that 30-33% is absolutely not the industry standard. Also, I believe his average ticket was around $25K. And his company sold for over an industry-best multiple (not mine to share the number).
@@TheSuccessfulContractor I have 34 years experience, have attended ASHRAE for years, read the WSJ for 40 years, attended ACCA mix groups for years, known of industries of all sorts and the typical close rates; sales cycles etc etc., read the industry rags for years, and have pretty much kept abreast of industry norms of many types, and I have never heard 90% is an acceptable close rate. I've been self employed for 23 years. My last job was a GM for a city branch of about a $60M contractor with 6 branches. We did about $45M in design build, and $15M in service. The expected close rate was 33%.
I thought it was low prices as well until I watched the video. This guy is an absolute beast. There are Michael Jordan‘s Mike Tyson‘s Michael Jackson’s in the world that defy all expectations. One thing for sure I would hate to bid against this guy.
Completely disagree, Edina. Units are not priced the same everywhere. In the state of WA, it's incredibly expensive to operate as a business owner when you consider labor and overhead. The goal as a company should always be to finish as close to 15-20% net profitable at the end of the year. That's how you grow a business. And you deserve that money for taking all the risk of launching a business, marketing, answering calls, owning/renting a building, training techs, dispatching and managing schedules, etc.
But 75% of the time consumers don't need new AC units. They tried to sell me a new one because mine was 14 years old I called another guy it was a bad compressor $900 it's been running for 5 years versus 12000. If you're selling that much you're crooked
I couldn't disagree more, tinman. You spent $900 on a 14-year-old system... It's been 5 years. Consider how much money you've wasted on bloated utility bills. Newer equipment is significantly more efficient. Now, how many more years do you think you have left in that old equipment? Not much... Now, that $12K system you were quoted will likely be at least $8K more because of rapid inflation in equipment costs. Great salespeople like Sean break down the math. Just because the salesperson you encountered did a poor job explaining the value of a new system doesn't mean he was trying to rip you off. He just wasn't very good at his job.
@@tinman6922 Good for you, Tinman. But most people don't have the drive to do so. Welcome to the industry. Have a great day, and thank you for the conversation.
@@TheSuccessfulContractorMost Hvac companies have switched to commission have seen multiple issues caused by the company that was previously on site like, pulling capacitors off circuit boards, removing wires/cutting wires, miss diagnostic, not pulling vaccum on units or letting air into them. I can keep going but if you believe he is only changing bad equipment your wrong.
@@mustangmike6421 What you're talking about is clearly unethical, if not illegal, activity. At CertainPath, we never, ever, ever teach anything like this. It greatly depends upon the market (location in the country), but there's a point when a system becomes less efficient than a newer one. Our members simply educate homeowners and give them the choice to replace or not. They break it down by the numbers. Not everyone buys -- and that's okay. The typical closing percentage is around 40-50%. Fee free doing business the way you prefer.
This guy is probably one of the more boring ones that I’ve ever listen to in the HVAC sales business he’s a little bit arrogant a little bit too sure himself which is fine but I don’t need to hear that I want to hear something else that sounded a lot more interesting to listen to
Franco, we'd LOVE to have you! You have to either own your own HVAC company and become members of CertainPath. Or if you're an employee for a company, they must be CertainPath members. Call 866-344-0789 for more information! Thanks, Franco!
@@jims8835 there's some unknowns.... the size of homes might be larger than you think, the pre qualification process by CSRs may eliminate bad leads. Why do you believe 30k average is not possible?
As a fellow salesperson in the residential service space, I am utterly amazed by the incredible value packed into this single TH-cam video. I'm in disbelief that such valuable insights are readily available to everyone for free! Next, I want to address those who might dismiss this by saying, "I would never fall for any salesman tricks." Please, don't fool yourselves. It's easy to say that from behind a screen, but trust me, this guy could sell ice to an eskimo without breaking a sweat. And this was all in an awkward interview setting; imagine what this operator is capable of in his element, in complete flow. And for the naysayers out there, remember, this guy isn't just top 1% in HVAC sales - he's in the top 1% of sales professionals across all industries! Many of us have never even had the chance to experience being sold to by a complete sniper like Sean.
sniper is the key word..
I prefer less sales...more advice......less cold calculated manipulation and more genuine human to human interaction. to each his own though.
I couldn't sleep at night if I put a young lower income family in $100,000 SUV. I think Sean would be okay though with it.
personally for me this is just me and nobody else I don't want this guy in my house because he's going to manipulate me.
I just wish people could be people and not need "techniques".
It’s so funny that some people are even questioning whether or not Sean worked for CM. I was his Sales Manager. Sean’s an amazing person and a friend of mine.
I wouldn't sweat it, Michael. There's always going to be haters. I hope Sean is seeing how much traction this interview has gained -- yours has great numbers too! You both are helping other contractors and making a difference.
he referenced your call center. are the leads usually well qualified? Or how's that process
Yup, pretty well qualified so that helps a ton, of course. Still, I held CM's record at $4.8MM until Sean demolished it, so he still deserves the recognition.@@seattleprowash5464
Nice!
Im a new hvac co in Florida. This is so good. I’m sales based. Always have been. I’m enjoying this interview immensely. Thank u
You're very welcome, Leo! Glad you enjoyed it! The training Sean experienced with CertainPath is available to all members, as well as the personal coaching the owners of CM Heating received. They're one of our many success stories. If I remember correctly, they joined us as a $3MM making little profit and hating work, because of all the hours they poured into it. Roughly 5 years later, they're doing $30MM in sales, make double-digit profits, and love their work. In fact, they sold their business to private equity for a massive multiple. One owner retired to focus on charity work; the other has taken a leadership position within the private equity company. His name is John Giacomi and one of CertainPath's biggest advocates. If you'd like to speak with him, I can see if he'd be willing to talk with you. Thanks for commenting!
How’s the sales going for you now? About to transition myself
I sat in on the HVAC Champions Panel at the DC Expo where Sean spoke about his secrets to success. Incredibly inspiring and excited to see him on the podcast!
Thank you for coming to Expo! Hope it was a wonderful experience, and we hope you continue to come to others!
I wish I found out about this sooner. When is the next event?
@@trackhawkleo707 Track, sorry! I missed this response. We have Expos twice a year. In the Spring Expo, which is only about 3+ weeks away, we have many of our frontline sales superstars come for an Awards Gala. They'll do roundtable discussion, too. We have another great discussion lined up with three studs.
"If you can't sell, YOU TEACH" The realest thing I believe SEAN did was instead of continuing his sales manager role he decided to get his ass in the field. The confidence of leaving a salary for a 100 percent commission based role says it all.
Sean provides immense value to comfort advisors. I been in the field for 3 years and i have learned lot of tactics he talks about, but the way he wraps it all together is second to none.
thank you for this video i believe it will help me sell those ones that might of slipped away
Thanks for the great comments, anymeans! Sean is a superstar. He's also with a great company that's bought into implementing the right processes and provided a great environment for him to thrive. Have a great day!
Process starts 14:26
Wow the comment section. Tells me a lot about the mindset of a lot of people out here.
You’re never going to have the same success as this guy. If you don’t believe it’s possible.
Some people have an open mindset; others have a closed one. It's unfortunate. Thanks for commenting, Stuart.
Amazing information!!! I can’t believe this video doesn’t have hundreds of thousands of views…. I agree 100% about the dogs, exactly what I do. It shows that you are giving the customer trust and once the dog approaches and approves of you “especially when the homeowner says other wise” it gives you huge credibility rather then having the dog just keep barking in the crate or other room the entire time. Makes the appointment so much easier and focused on you.
Thank you for the kind comments! Feel free to share it with your network! And congrats on your success!
🤫 we don’t want every one to know. Just yet. Jkjk
@@kp-nb3qb Tell your industry friends! Then, become CertainPath members. You can meet Sean at our conventions... and you can meet the countless other Comfort Advisors/salespeople producing over $3MM annually. We have a host of them.
CM Heating is one of our competitors
Plenty of business to share in the marketplace. It's a wonderful industry we're in.
@@TheSuccessfulContractorI agree. One of my friends works at CM heating, he said Sean was at one point doing one million per month!
Proud of my dude! He pretty much doubled my number the year before. Lol
@@michaelpompeo5776 You're a superstar yourself, Michael! Proud you're a part of our CertainPath family!
How much is he earning a year?
The level of intent for less than $10 million a year in sales..... amazing!! I've been in sales for 30 years and have become complacent, doing things with muscle memory and have lost the ability to answer the "why?" when questioned on tactics or what was said.... Sean is my new inspiration for being alive in my work for the next years until i retire!!!
Love your energy and re-commitment, Paul! Best of luck to you, sir! And thanks for commenting!
This guy is amazing! I do make maybe 3 mil a year type numbers. 10 mil is insane.
@@robertpalmatier2699 He's impressive! Thank you for watching, Robert! And congrats on $3MM. That's a huge number.
In California we're between 20-30k for new systems
What percentage are marketed leads vs flips? Like how many are leads that are getting multiple estimates vs his technician getting him out there from a service call?
Huge difference between the quality of the call in my opinion.
So to hit that percentage of closing of calls that have multiple estimates is really hard to believe.
But this interview was really really good and motivational!
I recently tried this approach and the guy didn’t choose us but he said that was an amazing sales pitch and wish he could have chosen us but our estimate was just too high compared to the others. But the fact he said that made me think I’ll be able to convert a lot better moving forward with this new approach.
Yes, there's definitely a difference in flips versus marketed. Glad the interview was helpful!
Love his ambition and drive. Great interview.
Thanks, John! Hope you're doing well, old friend!
(1) I'm surprised the channel doesn't have more followers with the amount of value I see you've put into it. (2) Sean is a beast. I'm trying to get on his level. I've been an install mechanic for almost five years for the same company. It's one of the best companies in the city and surrounding areas, but I've been coming to terms that I've basically capped my value here and unless I become a supervisor ( which I have no interest in being a glorified baby sitter) I'm not going to have the pay or respect reciprocated. It's wild to see how much more incentive and value my company puts on techs just because they are good at selling the metal, even though they suck at the job in every other field. Install is basically seen as the dumb grunts that will get the job done even if everything sold for them to install is done wrong. And I can't put enough emphasis on the word "WRONG"
Lorian, thank you for the kind words. It's unfortunate to hear that you don't feel like you're valued. Install is so very important. Without you guys, there's no product. Good installers who have virtually no callbacks are worth their weight in gold. Companies can lose significant net profit due to wasteful/unproductive time because of callbacks. Then, the company also suffers reputation-wise due to callbacks. If you want to make money, I would consider a switch to sales, or I would rethink your stance towards management. If you learn the business side of the industry, you become infinitely even more valuable. You can grow from install manager to a GM. Maybe open your own business if you'd like? Either way, keep working hard. And know that there are many, many people in the industry that value what you and other hardworking installers do. Have a great day! Thanks for watching and commenting.
Amazing work!!!
Thank you so much! Sean is pretty incredible.
I get that the cost of living varies from area to area. But damn, $30K for a new HVAC system?! Making payments for 10 years? The dollar is officially worthless.
Honestly the point of the 10 year is to lock in the price. Most companies offer no pre payment penalty. Your a fool to wait 10 years to pay it off
Depends on the system. 30k is on the very high end of any equipment probably multiple units and other work needed.
30k is probably a variable speed communicating system with an air purifier and duct cleaning or something along the lines of that.
30k isn’t crazy to spend if you make sure you are building that level of value into it. There are plenty of options if you want to go even higher like a Geothermal system or just a regular single stage lowest SEER, base model system with no ductwork.
Just educate the homeowner on the options so they can be confident in finding what’s right for them.
30k is very likely multiple systems.
Protect Sean at all costs!
He is THE man. Thank you so much for watching!
This is great stuff. Sean is definitely an example for me and I’m sure many others.
Thank you, Brandon. His passion and attention to detail is remarkable.
@@TheSuccessfulContractor Will he be speaking at any expos in the future? Would love to find out more information on that if so!
Or is there a recording of the previous expo he spoke at?
@@brandonneill Great questions! He typically attends with CM Heating, so you may see him in the Fall... but he wouldn't be on stage. Assuming he has another stellar year, I would likely be on the following Spring Crown Champ panel. There is a recording of his panel discussion in DC. That is being edited, and it will be up on the CertainPath Member HUB soon! So, you'll be able to rewatch that.
Great details. Thanks so much guys.
You're so welcome! Come join the CertainPath family and get the training Sean did to become a superstar!
As someone entering from a sales/marketing perspective these things are more known knowledge than someone who's invested the start of their career on the technical side. This information is essential to success in sales but companies need to have the patience and structure to nurture the sales skills and pressure to sell is high during slow times so it can be hard to get that. It can be frustrating but you can bet I like to compete and ain't hustled technically for nothing. New techs entering should know that the game ultimately isn't who is the best at diagnosing and repairing the unit but who is best at selling the repair. If you wanna win walking into residential you need to start working on sales skills early. I went to technical college and feel like I shoulda been in business school too.
This is great info btw
Taking great care of the customer is first and foremost. But that means, as you said, having a great ability to communicate, as you said. Let people know what's happening with their system and educate them on their options. And yes, sometimes, that means helping them see that a replacement makes more sense. Thanks for commenting!
@seanmitchell I have to tell you that this morning as I was getting ready for work I listened to a portion of this segment. Inspired, I then applied (you stated about prior to your calls and seeing the process through in your mind and becoming friends with them). Tell me why!!! I really did have the best day ever. Being a comfort advisor has changed my life and I love what I do, but you inspired me and I just wanted this to be a testament for whoever is reading but hopefully even reach you. if it doesn’t it is what it is but if it does, I just wanna say thank you keep doing what you do!
Fantastic stuff! Great to hear that you're using our interview to help yourself get better!
Time out! $30k for a system. What are you selling? In the Atlanta market, i dont know any company that high for the top VS system. I respect his enthusiasm. Would have liked to hear about product and price presentation. How do you handle when you dont have both decision makers?
Thank you for commenting, tbennet.
Great Info. Thanks
Glad you enjoyed it!
I really enjoy these videos they help me even though I've been in sales for over 20 years.
I don't know what he means when he kept saying be the "first kia" though?
Glad they've helped! When he says, "first kia," that's his vehicle. He's the first person in the office.
Great video! Very informational and influential!
Glad it was helpful!
So many golden nuggets! Any chance to connect with Sean ??
Thank you! I'm proud of the interview we did together. I'm not comfortable giving his information out to the public, but you might be able to search for him online. Of course, you could always join CertainPath and see him at our Expos! At our Spring Expo, we host hundreds of top HVAC salespeople for an awards gala. They go to training sessions and get to network with each other.
Sean this is great. So intentional. Anyone have Sean's contact info? Not trying to recruit just connect
Thanks for commenting! You could always become a CertainPath member and connect with him at our trainings and Expos. ;) Have a great day!
This guy is a beast
He's pretty impressive. Thank you for commenting!
When he schedules a follow up appointment, is that a follow up call, or another home visit?
Dylan, great question. I can guess, but I can't say with 100% certainty.
@@TheSuccessfulContractor sounds like a follow up visit
Is there a way to get in contact with Sean Mitchell?
I would love to ask him a few follow up questions to this interview.
If you don’t think you can sell a 30k system you don’t belong in sales and you don’t believe in your product. This is very normal for high producing advisors now. Shit even 45k tbh
In small markets, we have many advisors and techs selling systems for slightly above average homes for $20K+. It's the world we live in now.
Cant compete with this dude 😮
He's impressive for sure! Where are you selling at?
@@TheSuccessfulContractorPNW
I love this bro so much
Come join CertainPath and meet him! ;) Thanks for commenting, Paul.
im 28, living in italy, here systems are a bit different, i am a tech having my own company for 6 month, my dad is helping me, he is an amazing hvac tech, he worked in Libia and other places i dont even know where they are, i always struggle when i go alone bcs it seems i cant close deals, he is completly different idk how he does. i am 6 yrs in the trade, i speak with hvac systems, i know what they feel and what the problem is, but i cant speak with ppl!
installation here are different, we range from 600 to 2k installation, we have mini splits, i have difficulties understund where i can go on the price, ho much i can push it. is there a method for that? i learned from this video that i never have to go to make it or lose it, i have to find a way to lead the path in more confort zones
Im an HVAC salesman. Is there a way to get sales training without being a contractor?
Thanks for your interest! However, we only train our member companies, which is around 1,100 - 1,200. If you'd like to know of a CertainPath company in your area, let us know. I know our companies are always hiring.
@@TheSuccessfulContractor I would love to know of a company near Saint Lucie County Florida that uses Certainpath please.
@@NinjaWarrior702 ineedtheplumber.com/
@@NinjaWarrior702 Martin & Maritza Carpenter are the owners and two of the nicest people you will ever meet. I hope they can help you out.
@@TheSuccessfulContractor Thank you so much. I will get in touch in a few days.
Sean seems like a hard working salesman , Bob did a great job interviewing him, however I pick up on all those sales techniques and really don't like being played, I would simply get the facts and compare to two other companies, and make my own decision at the kitchen table by myself at a later date. And no I would not set up an appointment 2 days or 3 days later for you to hound me extra. Apparently a lot of people are easily played.
There are certainly many people who would do the same, and there's nothing wrong with that.
That's because Sean is a car salesman at heart Car sales is predatory That's not 99% of salesman it's not 90% it's 100% of car sales is predatory He's transferred those skills to in-home consultive sales and he's done well God bless them it's hard to really rip people off in the in-home consult of process when it comes to HVAC It really has to do with solving their problems and tailoring and installation that benefits the customer but I agree it's icky to see some of the sales techniques from the car industry being applied so bluntly I think you could do just as well as Sean and drop some of the ick factor but overall if you just take Sean out of it and just listen to the actual facts of the interview I think you'll do well Sean does really well in Washington I'm not so sure his techniques would do so good in Baltimore That's just me that's just an opinion from a personality I think you'll get the most out of these interviews if we eliminate the personalities and learn from that if you don't like him by looking at him know that he runs into that with customers as well and he overcomes it And if Sean can overcome that anybody can overcome it
SALE SALE SALE MORE MONEY MORE MONEY AND THE SHOW WILL GET YOU THAT MONEY THE BETTER THE SHOW THE MORE MONEY FOR YOU AND THE COMPANY ITS ALL ABOUT THE SHOW!!! 💸💸💸💸💸💸💸
Certainly, there's something to have a great presentation, but you also need to provide VALUE... and you need to stand behind your product.
$8.64MM for company with like 60 people. It takes a LOT of investment to run. Sean quickly sold it - for obvious reasons.
Sean is a stud. So impressive. But he will tell you: To sell at those numbers, you need an amazing team around you to generate calls/leads, book the call, dispatch you to the right opportunities, ensure the equipment is properly installed, etc.
@@TheSuccessfulContractorI need to connect w you guys. I do well. But I assume it can get a whole lot better 😊
@@trackhawkleo707 There's always room for improvement, Leo. The beautiful thing about CertainPath is we offer the proven system, including the sales training Sean has received. Plus, there's roughly 10-15 other business training courses for owners, managers, and team members. As a member, you also have access to our Executive Perspective Bootcamps, which are a part of membership. Those are held monthly in Dallas. You also get one-on-one with a coach who knows our system like the back of their hand; many of our coaches are former GMs. Finally, you have access to our membership! One of the greatest compliments we receive always sound like this: "I can't believe how open all of the members are. I can call anyone at anytime, and they pick up the phone. They'll send me anything they have." Those connections happen at the trainings I mentioned earlier, but they really happen at our national Expos, which we offer 2x a year throughout the country. We routinely get 1,200-1,500 to attend and offer 40-50 unique sessions. Come check us out! I can put you in contact with someone within our organization is you'd like more information.
@@TheSuccessfulContractor I wanna know more!
@@trackhawkleo707 give this number a call. Mike can help you out: 941-587-2959.
Lord Jesus do not let that man in my house haha ! Animalll
He's impressive!
Bro this guy is a about to get recruitment offers 😂 🤣 😳 👀 👏 🙌
He's in good hands now, but I'm sure people will try. Thanks for commenting!
I went to CM's website and read a years worth of reviews and couldn't find one that mentioned this guy, Sean Mitchell.. figured a guy with an 8.6 million claim would have a pile of reviews!?!? Or at least one ?.? Legit ?
He's definitely legit. We know the CM business well. The company sold to PE a little over a year ago, so you can be assured they reviewed their financials, too.
Who is PE ?
I called CM Heating & Cooling in Everett WA to talk to Sean, and nobody named Sean Mitchell works there. ??? @@TheSuccessfulContractor
Private Equity@@mwt9660
I need this Knowledge. I am an HVAC student at the age of 54 and my joints ain't feeling the attics and crawlspaces. Talk to me.
Good luck, Curtis. Thanks for commenting.
Awesome
Can you hire me to do your audio and teach me your HVAC sales method?
We've had issues with our last three shows, but we think the audio is pretty good on this one! Our challenges should be fixed starting this Friday. Thanks for commenting.
@@TheSuccessfulContractor so is that a maybe? Need to know where to put this in my funnel ;)
Ha! Love it! Have a wonderful day!
@@TheSuccessfulContractor I’ll take that as a maybe. I’m really good at the audio/video thing. Also the graphic design thing. Could be what takes y’all to that next level. Just saying. Don’t leave before the miracle happens.
Bro has crazy eyes
Sean is intense!
Dude talks well and is oersonable but holy smokes he has some serial killer eyes 😂
There is a mathematical "sweet spot" between the deployment of assets------people, trucks, billings, office etc-----and gross profit. So.... at 88%, you made $X in gross profit. It's a mathematical fact that if you raised your quoted price by X%, with the actual intent to drop your closing rate to 40%, for example, you'd actually make more money while deploying fewer assets. It's all math. I've met some gifted salesman---who took note of you being a veteran, liking the Yankees or Warren Buffet, played with the dog , always remembered names, blah blah blah, and sold a ton. almost all at 30%-40%. At 80%, I know our price is too low.
Thanks for commenting, raindog. Have a great day.
@@TheSuccessfulContractor thanks. you too.
People in sales should only be ones who were service technicians. Worst salesman I’ve seen were from other industries.
No chance!! Its based on sevice, then repairs then eventually sales.
Respectfully disagree. Service is absolutely first. That includes presenting homeowners with as much information as possible. Then, you give them the options -- would you like to repair your system for $X, or would you like to replace your system? Ultimately, it's the customer's home and equipment. They should get to decide.
Well the business is 40 years and going. The leads are super hot. Meaning they got some callers calling after having the equipment already repaired previously 7-8 years ago. Sean definitely won't ever close 80% first time home advisor leads lol, not even close! The quality of the lead matters! I know some old Ceo who haven't ran a call for 30 years beg to differ lol! 🤣 but that's because of they're greed. Sean is getting very high quality leads...
I'm in the field if you are selling this much equipment you're not trying to fix anything.
He's 100% a salesperson, not a technician.
@@TheSuccessfulContractor Yeah but to say he has no knowledge of what his company is doing that's crazy!
@@mustangmike6421 Can you share at what point of the interview you're referencing?
@@TheSuccessfulContractor the title, or when he said he sold 8m in equipment in a year
@@mustangmike6421 Ahhh, well, he did sell that much. We verify. I would chalk him saying he "didn't remember" up to being nervous. We shoot these interviews in a ballroom converted into a studio with massive green screens, tons of large lights directed at us, several large cameras, and two large microphones. I lot of guys freeze up they get overwhelmed by at all initially.
All fine but skip sad stories , keep it for yourself, we do not care about your empty stomach or whatever, straight to the point mate
Well, we enjoy hearing his stories, and he has a lot to be proud of. But thank you for commenting.
I know some of these are a little bit sappy Sean really does like Sean
The first 15 minutes are boring, and then it gets hot.
Good feedback. Truly. We're tinkering with how to make our content better. This definitely helps. Sometimes what works in podcasts doesn't transition to TH-cam.
👍🏿
I didn't see the video, but an 88% close rate should frighten you. 30-33% typically is the best, and industry standard, rate, and someone with a rate that high is whoring his price; he's leaving boucou money on the table. That's a ton of customers who you think love you, but they really love your price. You're bringing a ton of resources to bear, and a 88% close rate is an UNMISTAKABLE sign you're giving work away.
Again, appreciate the response. But we can tell you that 30-33% is absolutely not the industry standard. Also, I believe his average ticket was around $25K. And his company sold for over an industry-best multiple (not mine to share the number).
@@TheSuccessfulContractor I have 34 years experience, have attended ASHRAE for years, read the WSJ for 40 years, attended ACCA mix groups for years, known of industries of all sorts and the typical close rates; sales cycles etc etc., read the industry rags for years, and have pretty much kept abreast of industry norms of many types, and I have never heard 90% is an acceptable close rate. I've been self employed for 23 years. My last job was a GM for a city branch of about a $60M contractor with 6 branches. We did about $45M in design build, and $15M in service. The expected close rate was 33%.
Thanks for your input. Have a great day.@@raindogs451
I thought it was low prices as well until I watched the video. This guy is an absolute beast. There are Michael Jordan‘s Mike Tyson‘s Michael Jackson’s in the world that defy all expectations. One thing for sure I would hate to bid against this guy.
I've interviewed top salespeople for 20 years. He's probably the best I've talked to.@@ACManHeatingandAir
Lmao 30k what? BS new furnace and Ac 10k MAX if your really greedy that is. But usually 8k. For a 1500-2000sq ft home
Completely disagree, Edina. Units are not priced the same everywhere. In the state of WA, it's incredibly expensive to operate as a business owner when you consider labor and overhead. The goal as a company should always be to finish as close to 15-20% net profitable at the end of the year. That's how you grow a business. And you deserve that money for taking all the risk of launching a business, marketing, answering calls, owning/renting a building, training techs, dispatching and managing schedules, etc.
But 75% of the time consumers don't need new AC units. They tried to sell me a new one because mine was 14 years old I called another guy it was a bad compressor $900 it's been running for 5 years versus 12000. If you're selling that much you're crooked
I couldn't disagree more, tinman. You spent $900 on a 14-year-old system... It's been 5 years. Consider how much money you've wasted on bloated utility bills. Newer equipment is significantly more efficient. Now, how many more years do you think you have left in that old equipment? Not much... Now, that $12K system you were quoted will likely be at least $8K more because of rapid inflation in equipment costs. Great salespeople like Sean break down the math. Just because the salesperson you encountered did a poor job explaining the value of a new system doesn't mean he was trying to rip you off. He just wasn't very good at his job.
@@TheSuccessfulContractor wrong I bought time to get my epa and learn to do the next one myself
@@tinman6922 Good for you, Tinman. But most people don't have the drive to do so. Welcome to the industry. Have a great day, and thank you for the conversation.
@@TheSuccessfulContractorMost Hvac companies have switched to commission have seen multiple issues caused by the company that was previously on site like, pulling capacitors off circuit boards, removing wires/cutting wires, miss diagnostic, not pulling vaccum on units or letting air into them. I can keep going but if you believe he is only changing bad equipment your wrong.
@@mustangmike6421 What you're talking about is clearly unethical, if not illegal, activity. At CertainPath, we never, ever, ever teach anything like this. It greatly depends upon the market (location in the country), but there's a point when a system becomes less efficient than a newer one. Our members simply educate homeowners and give them the choice to replace or not. They break it down by the numbers. Not everyone buys -- and that's okay. The typical closing percentage is around 40-50%. Fee free doing business the way you prefer.
This guy is probably one of the more boring ones that I’ve ever listen to in the HVAC sales business he’s a little bit arrogant a little bit too sure himself which is fine but I don’t need to hear that I want to hear something else that sounded a lot more interesting to listen to
Interesting take. There's a lot of value in his process, even if you're not into his personality.
How can I sign up and get certain path training?
Franco, we'd LOVE to have you! You have to either own your own HVAC company and become members of CertainPath. Or if you're an employee for a company, they must be CertainPath members. Call 866-344-0789 for more information! Thanks, Franco!
I don’t believe this guy closed 88 percent
Fair enough, but it's been verified.
30k average sale BS
Again, we had this information verified. Have a great day, Jim!
totally normal forSeattle WA market as the highest rated company with 40+ years in business
Been in the business with the highest rated company in the state and I still call BS
@@jims8835 there's some unknowns.... the size of homes might be larger than you think, the pre qualification process by CSRs may eliminate bad leads. Why do you believe 30k average is not possible?