Our Story – Rising from the Ashes
Back in 1985 I was a master journeyman service technician with 10 years of service experience and then like many of you…
Like a bolt of lightening, I was struck by an entrepreneurial seizure and decided it was time to start my first contracting business, Crisara & Son Home Comfort, a HVAC, plumbing and electrical contracting business working in new construction and remodeling in suburban northern Illinois.
Now, I knew a lot about how to work in a mechanical contracting business, but I’ll admit, I knew very little about working ON the business.
As we’re gearing up for this year’s awesome Total Immersion seminars we wanted to let one of our past attendees share his story.
Listen to what happened in the following four days AFTER attending Total Immersion…
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Total Immersion students who attended a recent HVAC Plumbing & Electrical sales training summit discuss a range of topics starting with their greatest challenge, their expectations from sales training and what they thought of the training and “Uncle Joe.” In the end, everyone is asked to rate the training on a scale of 1 to 10. Watch and enjoy the excitement of these students.
Found a New Best Friend
“Your stuff just blows me away! I thought I hired a consultant and wound up with a new best friend. I am a Nexstar member that thought he had seen everything.
I have gotten more in 30 minutes of conversation with you then I have received in years of business training elsewhere. The key is your material doesn’t just say what to do, but also HOW to get it done.
Your commitment to doing something as small as picking up the phone when I call you really means the world to me. Thank you very much for being a part of our business.”Kyle Lumsden Clearview Plumbing Calgary, Alberta
“Every so often, someone comes along and completely changes your life for the better. For me Joe Crisara is that person.
I attended a Total Immersion Sales Summit that he was teaching and to say the least it immediately changed my results the week following the meeting. Joe teaches you how to listen and be a student of the customer so that you have the ability to create solutions that completely differentiate you from your competition.
Here I thought I was going to sales training to here the usual “blah, blah, blah” type sales trainer. Instead I came back with a life changing experience and much easier way to sell that completely recharged my batteries.
The best way to describe what Joe does Continue reading ““Completely Changed My Life For The Better.””
The Hammers Gonna Break
“Hi Joe just wanted to thank you. I just completed my training today and I feel like a new person. I just have a different outlook on life and the way I will handle every conversation. I already used the training in a conversation I had with someone today.
Joe I wish all people in the service contracting business would have the guts to attend your training. The reason is that I think that what you provide is not just a sales class but is the very essence of customer service. I think that the words service is lost on most contractors and you class should be required for anyone hoping to make customers happy.
I can’t wait for work Monday!! WOW that sounds weird. I will talk to you next week with my first results. I can’t wait for my first “SO WHAT SHOULD WE DO????????” The hammer’s gonna break the table when I slam it down!!
P.S. I just did my first $20,000 week this week. I am sure there will be many more to come.”Anthony Paolicelli Jones Service Goshen, NY
Happier Customers Leads To More Profits
“6 months ago I came across ContractorSelling.Com while was searching the web for a way that I could find more customers. Who would have though that I already had more than enough customers? I just was not doing all of the work that they wanted.
One of the first times I used the system I sold a job for $14,000 (A far cry from my average ticket of $135.00). If I had not used your system I would have walked away from that job thinking the customer never would have paid a third of that.
As I learn more skills, my profits increase along with the number of happier customers. Something that never would have imagined 6 months ago. I am finally learning how to doing things right. Thanks a million, especially for the first real vacation that my wife and I got to go on in 5 years.”Marty Mortensen Mortensen Custom Plumbing Flagstaff, AZ
No More “Think It Overs”
“You’re the man! No doubt about it. I just came back from a call after attending your one-day “Mini-Immersion” training and sold a job for $20,000 that I would have been lucky to get $7,000 or $8,000 before.
In truth, I probably would have gotten a “think it over” and instead I got the job.
Then the following week I used your 6 options process and put together a premium solution for a customer that needed a whole house re-pipe.
Well, there was no way I thought that she would buy the top option because it had so many premium services and warranty’s included. Well, I am here to tell you that I was wrong again as she picked an option to do a complete premium plumbing renovation for $64,000. Thanks for your great information and for helping me create solutions that are clearly better that any of my competitors.”Kevin Shaw Kevin Shaw Plumbing Monrovia, California
Pleasure To Run A Business Again
“Since our techs, sales people and I have attended your training it is now a pleasure to run our business. We now see the challenges of this industry in a whole new light. I am happy to report that moral is up and so is our productivity.
I truly believe now that we give better service than our competitors rather than just talking about being better. Anyone who knows me knows that I have high standards about the service I receive. In your case you not only have met those standards but have exceeded them.”
“Joe I just wanted to report back to you that today on my first call after training I sold $9,223. The guys at my shop and myself were amazed at how easily the customer bought after I handled only two objections on that call.
The system showed me how this day was no fluke as I did a little over $4,500 on two calls on my second day! So in two days after returning I did over $13,800. I have had struggles in the past reaching those numbers in a month. My third day had me doing all the work. (Somebody’s gotta do it!)
The biggest thrill about the last couple of days is in seeing how happy my customers were after they selected and purchased the options they chose. This is really more customer service than it is sales training.
I just wanted to say thank you to you and Julie for all your help.”Matt Szymanski Jones Services Goshen, NY
Consultant Is a Dirty Word
“We call them consultants, and to many it is a dirty word, and one that means spend a lot of money and get little in return.
Well I and my staff and company just had Joe Crisara of ContractorSelling.com at our company for the last four days and all I can say is incredible. “When I met Joe some three weeks ago at one of his seminars, I thought “Boy, I need him to help get my HVAC division making money.” So I booked Joe to come to Boston. Mind you I was very scared that my staff would take the attitude that here we go another guy who was going to tell us what we are doing wrong then split. That was far from the case.
Respectful Of Our Staff
Joe was very warm, sensitive, and respectful of all our staff. He went about getting to know who we were, what we did, how we did it, and then began to share his views. His approach to our problems, needs and what direction we should take and how to begin he was right on target. Continue reading ““The Big Brother We Never Had…””
All This Time I Was Only A Few Questions From Closing The Deal
“I’m enjoying what I do now more than ever. The meeting has made a huge difference already. My confidence alone has gone up 1000 fold knowing I can handle any objections people give me.
Also, the fact that I am able to do the work that has always needed to be done, but never thought I could get people to pay for, is now an option every call. This means my customers are finally getting the service experience they deserve from our company.
I still can’t believe how well this system works. I am kicking myself for the number of tables I have gotten up and walked away from when I was only a few questions away from closing a deal. Thank you so much.”Dustin Cheek Cheek HVAC Atlanta, Georgia
Hour of Sales Power Update
“Just to bring you up to date, I am meeting with that homeowner (that I thought was going to result in) “A kick in the balls” and going nowhere, to them signing a $15,000 contract for a new Platinum comfort system.
I am on quite a roll since watching you and Rick Picard and your Hour of Sales Power training. My average sale is well over $10,000 which means my customers are getting the premium service that I have always wanted to give them.
Thank you for the personal interaction you have had with me. Your dedication to talking with your members when they need you is a monumental help in my sales improvement. Tell other contractors that they should NOT miss your Total Immersion Sales Summit training as well. As good as the material on the website is the live training is even better.
I appreciate all that you do and please thank Rick for inspiring me as well. Thanks again.”Mike Allred 72 Degrees Mundelein, IL
Focused On Results
“Joe, I really and truly feel that you are one of the few people in this industry who are focused on results. You and Rick Picard have helped and inspired me to reach sales levels that I did not think were possible.
I really have to admit that your stuff really works. My sales have increased by 4 times what they were before I met you. I have seen the pretenders who are part of the “good old boy” HVAC networks that include trade magazines and other self proclaimed gurus who are so busy congratulating themselves and giving each other phony awards that they lose track of who they are serving. That is us the service contractor.
You and Julie at ContractorSelling.com are the complete opposite of the others. Your dedication for staying with me in both tough times and good times show your commitment to this industry. If people have doubts about joining ContractorSelling.com or attending one of your Total Immersion Sales Summit’s, by all means have them call me so I can share my experience with them.
My family and I thank you for the information that your site has provided. I have made my investment back many times over. I have truly profited from being a member. Thank you.”John Quinn Quinn’s PHC Philadelphia, PA
Time To Explore Different Avenues
“I was tired of just getting by in business. For the past 21-years, I have owned and operated my Electrical service company, and for 21-years, I put up with the hassle and strain of the new construction electrical industry.
It was time to explore different avenues. I wanted to develop a service and replacement business and then I found the ContractorSelling.com web site.
Joe, who is featured on the site, has been great. I have been a member of other organizations but it seemed like they were all about making money for themselves and not for their members.
ContractorSelling.com has been all about helping our electrical company make the money and make the industry better. For the small amount you get charged a month it is 10 times more economical than others and they give you real information and not commercials made in a studio.
They provide information that is made by people who have worked in the field and not from someone behind a desk that has no idea about real life situations. Anything that I have asked of Joe, he has gone above and beyond to help me. The greatest thing is he actually calls you back…. not his secretary, assistant or whomever, he does and that is worth millions right there.
I was unsure about increasing prices, but after doing so, we haven’t lost anybody. We keep gaining customers, and as a result our profit has gone way up
Since joining ContractorSelling.com our company has done nothing but succeed! In fact, these last six months have been the best six months we have ever had in business.
To accompany the change in their bottom line, other things have progressed as well. The attitude around here has definitely changed for the better. Joe and ContractorSelling.com has made us much more aware that if we want something, we can get it.
P.S. Thanks to Joe and ContractorSelling.com, our electrical business is going great. And now we have even opened an HVACR division since we joined you. Thanks to your help and God Bless!”Jim Celidonio Mr. Switch Electrical Services Jackson, New Jersey
Floored Would Be An Understatement
“I have been back from TI for 2 weeks now. My first sales call was a crash and burn, but I have had great success since. Two sales calls in particular were very exciting. The first one I sold a Geothermal replacement for $2000 more than I would have in the past and I completely shut out any competition.” Continue reading ““Made $51,000 More Than I Would Have Before””
Not Another Program Like It
“What a fantastic program. Every contractor should use this and profit greatly as a result. There is not another program like this available for contractors to that addresses such a tremendous idea to market for system replacements in the off season.”
“Every possible marketing facet has been addressed in almost every media imaginable to leverage maximum awareness and results. You have created a turnkey marketing campaign blueprint for contractors to follow step-by-step from start to finish and from lead generation to sale. Contractors should be able to take what they learn from their success with your program and apply it to marketing in other slow periods or to capitalize on special events or promotions. It’s that simple, yet that effective. I salute you for a job well done.”
Raising Your Level of Services
“The program is working very well. What we received mostly from your training is how high our expectations should be for our numbers. Several of the guys now have a goal of $20,000 per week in customer solutions AND they are reaching their goals!
I would say the class is a lot more about how to raise your level of services to meet the price you are trying to get. Now I feel as though our customers will always receive the value they want instead of what we were trying to sell them.
This truly gives the customer control and let’s them buy the way they want. The enthusiasm and company pride has also risen since the class.”Mike Medaglia Waterworks Plumbing & Heating Washington Township, NJ
A Screaming Endorsement
“This is a screaming endorsement of Joe Crisara and his ability to motivate service technicians. The weatherman reports that May was the coldest in 30 years for Charlotte NC.
On the first Tuesday in May we had Joe come in and do his tune up program, here are the results. The best month in the history of our service department. Average of $20,416 per van with few no cool calls, most calls were tune ups. I even had 3 techs call me the next day and thank me for bringing Joe in. Thanks Joe.”Roger Costner, Owner
Brothers Heat & Air
Rock Hill, SC
True To Self And To The Customer
“Dear Joe & Julie,
As this year comes to an end I can’t help but think how much your influence has done for me and my son Matt and of course our company.
Your ability to take the sales experience and create a training program that gradually and sometimes “startlingly” guides the mind of the student to become aware of how to be true to self and to the customer is nothing short of amazing.
I also appreciate the respect you show for the ideas and efforts of your students and associates. You don’t pretend to be the next big thing. But big you are.
My greatest fear is that some contractors will do like I did the first time I met you in Atlanta at Comfortech and not take the time to talk with you. I was quite frustrated that our TM scheduled us for 5 days on the beach in Panama City the same week as Comfortech. So on the way to the beach, my wife and I paid the entrance fee to “run through” the show for about an hour.
I met you at your booth and was very impressed, but in a hurry for the beach. That probably cost me about $10 million dollars. Anyway as one of my customers recently said, “Wow, I’m on board now!”
Thanks so much to the both of you.”Rodney Koop Dalton, GA
Excited To Learn More
“By the way Joe, I sold a 1,600.00 plumbing repair yesterday. Usually, when I supply a price that high to a wife alone at home, she’ll say, “I’ll have to talk this over with my husband”. I used your advice and asked her if she was the person to make the decision today. She hesitated then responded with a yes.
I then proceeded to supply her with 4 options. I couldn’t come up with 6. She chose the highest one. I also sold another furnace for over $7,000 from what I learned on your site.
Joe I also want to say that I am amazed at the fact that whenever I call you that you actually answer the phone. I have never seen any best practice group or consultant that is as responsive as you and Julie are.
To me this shows that you will be there for me when the rubber hits the road. I am finally excited about my future as a contractor and to also learn more with each passing day. Thanks for helping me.”John Stutt 1st Choice Plumbing British Columbia, Canada