HVAC Masters of the Hustle: Episode #287 - Kelsey Milliron IAQ
Host: JDubMoneyMaker
Guest: Kelsey Milliron
Release Date: September 9, 2024
Introduction
In Episode #287 of the HVAC Masters of the Hustle, host JDubMoneyMaker welcomes a special guest, Ms. Kelsey Milliron, to delve deep into the realm of Indoor Air Quality (IAQ). The episode emphasizes the pivotal role IAQ plays in the HVAC industry and provides valuable insights into effectively communicating its benefits to homeowners.
Guest Introduction
JDubMoneyMaker begins by sharing his recent activities and introducing Kelsey Milliron, highlighting her expertise and passion for IAQ.
"[...] a very special episode for you all today because we're gonna break down some things that are going to add more value when it comes to being in the appointment, talking about being confident when you're having conversations with the homeowner as well because confidence goes a long way..."
— JDubMoneyMaker [00:01]
Kelsey Milliron responds warmly, setting the stage for an engaging discussion.
"I'm wonderful. How are you today?"
— Kelsey Milliron [02:37]
Background of Kelsey Milliron
Kelsey shares her journey into the HVAC trades, influenced by her family's legacy in the industry.
"I actually grew up in the trades. My dad has been in HVAC my entire life and actually started over 25 years ago, started an HVAC company..."
— Kelsey Milliron [03:06]
Despite pursuing a Bachelor's in Criminal Justice with aspirations of joining the FBI, her passion for the trades drew her back, leading her to roles in warehouse management, outside sales, and eventually specializing in IAQ with Premier One Products at Habigger.
The Importance of Indoor Air Quality (IAQ)
The discussion pivots to the significance of IAQ, especially in the wake of recent global events that have heightened awareness about air quality.
Kelsey emphasizes the scientific backing and tangible benefits of quality IAQ systems:
"There's a lot of smoke and mirrors out there when it comes to indoor air quality, especially with what we've been going through in the last four years. So I like to have something that is backed by the science."
— Kelsey Milliron [05:52]
She shares a personal testament about her mother's improved health due to a superior IAQ system, highlighting both health benefits and system longevity.
"They can breathe and they can actually see the difference and feel the difference when they have to change the medias in these air cleaners that we're going to talk about today because it's actually catching everything."
— Kelsey Milliron [06:00]
Premier One Products: A Deep Dive
The conversation shifts to Premier One Products, specifically the electronic air cleaner that Kelsey champions. They discuss its features, installation ease, and efficacy in capturing microscopic particles.
Kelsey details the product's performance:
"Premier one, this is the electronic air cleaner. So something really unique about this is obviously it's electronic, but it's a one inch..."
— Kelsey Milliron [08:35]
She explains how it captures 97% of particles down to 0.3 microns, preventing dust and debris from causing system breakdowns.
"It caught all of that drywall dust, which was awesome... It's super easy to install. It's only two wires. It's going to take even the slowest guy five minutes, ten minutes at tops."
— Kelsey Milliron [09:54]
Selling IAQ: Creating Value Beyond the Basics
JDubMoneyMaker underscores the importance of offering IAQ solutions to avoid leaving appointments with zero sales. They discuss strategies to effectively upsell IAQ products.
"...you're not just the dollar sign. You are talking to the homeowners. You're finding out what's going on..."
— Kelsey Milliron [13:48]
Kelsey shares success stories, such as an installer in New York who significantly boosted his revenue by confidently selling IAQ solutions, demonstrating the immense potential of this market.
Overcoming Prejudgments and Maintaining a Positive Mindset
A crucial part of the discussion revolves around not prejudging homeowners based on appearances or neighborhood stereotypes. JDubMoneyMaker and Kelsey emphasize approaching each appointment with an open mind to uncover hidden opportunities.
"If you prejudge, then, you know, even if you don't know the products or aren't comfortable with the product that you're selling... you can't do that."
— Kelsey Milliron [25:05]
They advocate for focusing on the homeowner's needs and the health benefits of IAQ, rather than preconceived notions about their ability to invest.
Training and Building Confidence in Selling IAQ
The duo discusses the significance of regular training to empower technicians and installers to confidently sell IAQ solutions.
Kelsey recommends frequent, short training sessions to keep the team informed and skilled:
"To me, my very successful people that I've had training I would do every six to eight weeks... they don't have to be two hour trainings."
— Kelsey Milliron [31:00]
They highlight the necessity of role-playing and continuous learning to ensure the team remains adept at addressing homeowner concerns and effectively communicating the value of IAQ products.
Practical Tips for Communicating IAQ to Homeowners
JDubMoneyMaker shares a detailed approach to conducting a "comfort survey" that seamlessly integrates IAQ discussions without overwhelming the homeowner.
-
Initiate with Open-Ended Questions:
- Inquire about the homeowner’s living conditions, comfort levels, and any health-related issues such as allergies or asthma.
-
Conduct an IAQ Test:
- Use tools like the CPS machine to provide immediate, tangible evidence of air quality issues.
"All you do is you set it on the table and this thing could read their indoor air quality within 10 minutes of a test."
— JDubMoneyMaker [17:37] -
Visual Demonstrations:
- Show the homeowner the collected data and compare it with the results post-installation of IAQ systems to illustrate effectiveness.
-
Engage with Evidence:
- Use wet wipes and mini demonstrations to highlight existing issues and potential improvements.
"Wet wipes, sandwich bags and a Sharpie... it's just very simple."
— JDubMoneyMaker [24:02] -
Utilize Informative Packaging:
- Present IAQ products with informative packaging that educates the homeowner, making the sale more intuitive.
"Every single side of the box is informed and educated with information for the homeowner. So all you got to do is just have the confidence..."
— JDubMoneyMaker [28:34]
Conclusion and Key Takeaways
As the episode wraps up, Kelsey Milliron emphasizes the critical role of training and consistent communication in maximizing IAQ sales and improving homeowner health.
"Training guys, training on IAQ. Make sure your guys are talking about it all the time. Premier One products are available all over the United States. Find them. There are trainers everywhere..."
— Kelsey Milliron [35:32]
Key Takeaways:
- IAQ is Essential: Beyond comfort, IAQ significantly impacts health and system longevity.
- Effective Communication: Utilize surveys, tests, and visual evidence to educate homeowners.
- Regular Training: Continuous education equips teams to confidently sell IAQ solutions.
- Positive Mindset: Approach every appointment without biases to uncover potential sales opportunities.
- Product Knowledge: Deep understanding of IAQ products like Premier One enhances credibility and sales success.
For More Information:
Listeners interested in Premier One Products can visit premier1products.com to obtain samples and learn more about dynamic filters.
Host's Final Thoughts:
"Until next time, y'all get to know your indoor air quality. Super important."
— JDubMoneyMaker [36:47]
This episode serves as a comprehensive guide for HVAC professionals aiming to elevate their business by integrating and effectively selling IAQ solutions. By fostering confidence, maintaining an open mindset, and prioritizing continuous training, teams can significantly enhance their service offerings and customer satisfaction.