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HVAC Masters of the Hustle
Episode #287- Kelsey Milliron IAQ
00:36:59
HVAC Masters Of The Hustle would like to welcome Kelsey Milliron from Premiere One into the HOT Seat on episode 287. On this episode Jdub & Kelsey dive deep in IAQ and how to talk about IAQ. Some important products we talk about is the Dynamic...
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- [00:02]
A
This is H Vac Masters of the Hustle with your host, Jacob Moneymaker. Looking at the city like I already own it. What is up? You are listening to H Vac Masters of the Hustle podcast and here's your host, J Dub Moneymaker. And welcome to episode 287. And first off, I just gotta say what a week. This week I had Mr. Tim hook out Mr. Trent Parker, aka Fat Cheeto. And you talk about content creating this week also yesterday dropped the documentary of royalty of what a startup company looks like. So check that out on the YouTube channel. It is a 45 minute episode of the Good, the Bad and the Ugly. And people say I make it look easy on social media, but I break it down, y'all, and I get down and dirty and y'all can't miss that. And it has so much value in it that you gotta share it also. So thanks, Tim Hook for coming out here, Trent Parker. I'm super excited because I leave Monday also to one of my favorite states out of the 50 states, which is Alabama. I'll be doing an on site out there to one source. So shout out to one source. But man, I got a very, 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, especially when talking about indoor air quality and how to conversate to get higher average tickets. When you're looking at the full envelope of the house and the system and the investment and the overall package, which I always talk is very, very important. So let's go ahead and give a massive welcome to Ms. Kelsey Milian. How are you doing?
- [02:37]
B
I'm wonderful. How are you today?
- [02:40]
A
I'm doing amazing. First off, I just gotta say thank you for jumping on the podcast on this busy, busy, busy Saturday. I know you're a very busy woman out there. So for those of you that don't know Ms. Kelsey, let's start with how did you start, you know, this crazy like path to, to the trades.
- [03:07]
B
Glad you asked. So I actually grew up in the trades. My dad has been in H Vac my entire life and actually started over 25 years ago, started an H vac company so thought I was going to get away from it. Went to school actually and got a bachelor's in criminal justice and got out of there. And when I graduated I decided that I just loved the trades so much. And they were super fun. So I started working at Ari Michael Co. So started there in the warehouse, literally unloading the trucks and moving all of the equipment, you know, pulling orders for people, moved my way up there, got into outside sales at a couple other places and covered the northeast United States, which is actually when you and I had met for an indoor air quality company as well. And the premier one products have come up now that I work at Habigger. And I love indoor air quality. It is my passion. It's pretty safe to say, man.
- [04:08]
A
So you went to college for criminal justice, and what was your mindset? What were you wanting to do with criminal justice?
- [04:14]
B
I wanted to go be in the FBI. I have a. A couple family members that are in law enforcement and FBI and everything. And I just really wanted to get into that. And when I graduated, I'm like, dang, I do love it. But it's.
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A
But so I come from, also prior to H vac 15 years ago, me being in the trades, I come from prior law enforcement, and I was laid off from the budget cut back in 2009. So it's crazy to think that law enforcement h vac, which I thought was two very separate things, but as I talk to a lot of people within the trades, there's actually a lot of law enforcements that do come into H Vac, especially after retirement and stuff like that, because they get bored at home.
- [05:04]
B
Oh, yeah. Well. And the thing is, it's not necessarily the same, but in law enforcement, you're really trying to help people and trying to do the good for people. And I tell my guys in H Vac all the time, I'm like, whether or not you want to believe it, you're helping people every single day.
- [05:19]
A
So, yeah, 100%. And that's what I really like about it, is being able to help people. And that's where you come in, because one thing you just mentioned, right, is you're very passionate about indoor air quality. And I really want to focus on this episode on the value of indoor air quality and being comfortable and confident, being able to communicate indoor air quality to your homeowner, too. So can you talk a little bit about where your passion comes from when it comes to indoor air air quality?
- [05:52]
B
Yeah, absolutely. So for me, you know, 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. And also when I know people that have used it in their homes and that it really works for them. My mom actually happens to be one of those people, so she has her in their house. They have very, very bad allergies. There's days that my mom can't even go outside because she can't breathe outside. We put this system in her home, in their home and she can breathe and she 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. And then whenever it's time to change them, she knows. So it's pretty cool. And then also saving the systems as well because dirt, dust and debris is the number one cause of breakdown. So. And anything that I can do to help people, first of all, not have breakdowns, second of all, help their health. Huge to me. Once again, like we said, we're here to help people. So that's, it's pretty cool.
- [07:04]
A
I love it. And you know, I had the opportunity this week to install these amazing dynamic air cleaner filters. And let me, let me just bring it out because I got the box right here. I got one of them. Hang on. So one thing I'm really big at right now is add on tickets. Right. The value of not having a zero ticket win inside the home as a technician. And so when, you know, a lot of times I hear newer technicians, hey, you know, I go on green opportunities, which means I'm running one year old systems, six month old systems that were installed, you know, six months ago to a year and I don't have opportunity. And I'm like, what do you mean you don't have opportunity? Like the comfort advisors, I hate to say it, but they, a lot of them suck at sales.
- [07:59]
B
Yeah.
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A
And they go in there and they just sell the box and then they get out. They don't talk about the, the added item, features and benefits of what we could add to their investment to preserve it, to make their living just quality of life better. And so I'm very passionate about this because when I started duct cleanings 15 years ago, when I was introduced to this, that's where I really grew the passion of indoor air quality and really got to understand the power of indoor air quality of helping people too. Can you talk about this filter and what this filter does?
- [08:36]
B
I can talk about that until I'm blue in the face. So yes. So I actually have, I have my mini one here with me. So premiere perfect.
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A
So I don't, I don't have to Open this one, then you don't.
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B
I've got you, I've got you. So the 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. Okay. So this is actually going to catch 97% of those particles down to 0.3 microns on the first pass. Okay. So super, super tiny particles. I actually had a customer up in New York who had their ducts cleaned, and then they took out their media and they checked it out, they put it in a bag and it actually caught the finest dust, which everyone knows when I say this, the drywall dust, which is awesome when it gets into systems. Right? We love that. We don't love that. So. But it caught all of that drywall dust, which was awesome. And it just fell in the bag whenever they put the media in there and they could shake it. Super awesome. But yeah, so this, as you saw as your guys know, 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. But the best part is I'm slow.
- [09:54]
A
And it took me 10 minutes.
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B
You know, hey, that was your first install. It was.
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A
Okay, rough. I'm a little rough.
- [10:03]
B
A little rusty, huh? So the awesome thing is, once again, it fits into that 1 inch filter slot. But there's also. Oh, goodness. Different units as well. So for like, if someone has an April air and they're like, you know, this really isn't working for me, what can we do better? Electronic air cleaner. And then every three to four months, depending on the house, okay, you're gonna take this out, this media, you're gonna toss it, okay. You're gonna get a new pack and put that in there. And the homeowners can do that as well most of the time.
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A
And the pack comes with the year's worth, right? Or. Or was I just special and they gave me four.
- [10:44]
B
Well, you're very special. Yes. They do come with a year's worth of them. Sometimes they'll only come with one extra, but. So something about these as well is you can't find them online. And if you can find them online, we fix that problem because it's not supposed to be online. So. So it keeps you guys going back to that house. And as you were saying, sometimes the comforter advisors don't talk about it because they already know that the system is going to be a very expensive system when they're putting in. We're now no longer in the times of a brand new system being $8,000, right. That's, that's just long gone. So a lot of comfort advisors don't want to talk about indoor air quality. So I actually just did a ride along a couple weeks ago and the system was only two years old, but already had dirt, dust, debris already built up on the blower wheel. So what I teach my guys to do is even on that one year old system, take in a baby wipe and wipe three fins. Just show the homeowner that and be like, listen, those fins are very specific on what that pitch is. Jason, have you ever replaced a blower wheel?
- [11:50]
A
Never.
- [11:51]
B
Never? Yeah, so they're not very fun. There's a certain pitch and as soon as that dirt gets put in there, it changes that pitch. Okay. I always tell the guys that's not what we want happening. So this is going to help that just not have to, to not happen. Words are great on a Saturday. So that's going to help this to not happen. And it's going to keep that system running at peak efficiency. Now those very high efficiencies that people are putting in or even on, you know, the lower efficiency systems as well.
- [12:22]
A
So absolutely protect their investment at the end of the day. And I was going to roll this in. I mean we're talking about comfort advisors, right? A lot of times they go in their tunnel vision like, man, this is going to be a big investment. I don't want to scare the homeowner. And a lot of times they sell boxes. And so this gives the installers a lot of opportunity. I mean, I'm training an installer in New York that does a million dollars a year of second money selling IAQ air scrubbers, dynamic filters like he homes, everything that the technician might have offered and they denied or the comfort advisor didn't offer and just went, goes through everything. An additional million dollars a year as an installer in upselling, right? Just communicating, being comfortable and confident. So this gives you a lot of opportunity for different ammunition, especially going into shoulder season right now. I tell a lot of people right now in California, yeah, It's great. It's 100 degrees today. It was 104 yesterday. But right around the corner in the next two, three weeks. What is it going to be? It's going to be fall, right? I mean we're in a fall right now, but it's right around the corner. So what are you going to do to substitute to make you different than all your other competitors out there? This is one of their ways to do that. Can you talk about being different than the competitors and the importance?
- [13:49]
B
Yeah, absolutely. So you have a lot of people, you know, whether or not it's large companies, small companies, there's one truck guys out there that are absolutely crushing it as well. So the difference is to you or to us is you want to create value in yourself. You know, you don't want to just be that dollar sign. I always tell people, as soon as you show up to that door, you're that dollar sign emoji. What are you going to do differently to create? Right. You love that, too, but you are. You're at the dollar sign walking through the door, and they already are expecting a big ticket or something going wrong. Right. But what this does is I am not big on selling products unless they work. All right? That's why I sell this. So when I'm talking to my guys, I also like them to have it in their homes, which is why we have that. We have Premier One products in your home now. So they can go in. They're building the relationship. They're being different. Right. They are no longer just the dollar sign. They are talking to the homeowners. They're finding out what's going on, you know, if the money is more important to them, of savings. Right. So this is going to keep that efficiency up. They're actually hearing what the homeowner wants or finding out if they have a lot of health issues, they can help them fix health issues that they have going on. I had a guy that installed one of these while he installed another product. And I tread lightly because I sell a couple different things now, but he installed another product. And this homeowner was like, man, my daughter is just really sick, and she's on all these different medications. Now with that being in there, can we do something different? And he went and he installed this in the UV light that we have in your house as well. And her daughter actually got to get off of medications. To me, that's huge. That is. That is the dollar sign that the homeowners want to see that it's actually helping them out. So. And that's how you're going to create the difference in yourself, because you're not just going to be the dollar sign. And how I teach people is you can always add on iaq, and even with the comfort advisors going out, I always say, put the biggest package and have IAQ on every single package. And then you can just take off iaq because it can always be added. Just like you were saying, Jason, how The homeowner or not the homeowners. The installers. Right. Installers have such a great chance to sell things. There's always four to five touches that the homeowner can hear about IAQ on every single call. Comfort advisors can talk to them, the CSRs can talk to them, the maintenance guys, the service guys, and the installers. So everyone has great opportunities as well.
- [16:27]
A
I want to break this down kind of for the listeners that are tuning in. I said I want to drop some bombs and value, which, I mean, Kelsey's doing amazing. I got to keep up with her, so I got to slow her down real quick because I want to talk about when I'm in the house. How do you talk about indoor air quality? How do you pull out those concerns? So what I do is we call it a comfort survey. So at the beginning of the appointment, we're sitting down at the house with the homeowner. We're typically at the table, the front room, on the couch. And what I'm going to be doing at that time is I'm going to be asking questions about how long they lived in the home, their thermostat, comfort levels, hot or cold, spots in the home, uneven airflow. But I'm also going to ask whom in the house seems to suffer from indoor allergies, hay fever, asthma, and how severe are those symptoms? You know, are you going to the doctors every quarter you taking shots, allergy medicine, how much money you think you're spending? And while I'm doing that, I'm performing an indoor air quality test.
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B
Okay, I know which one you have.
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A
So I got the CPS machine right here. You can get them off of Amazon, Shout out. I did not get this for free. Typically, I get products for free, but I did not. I invested in this because I know the importance of this. Okay? And 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. So as I'm sitting there communicating with them, right, it's going to light up green, yellow, or red. And then it hooks up to my app, and my app's going to talk to me about the VOCs, everything airborne that's bad within this home. And it's going to rate them on a percentage and everything. You could break that file down or that application down and show them. And then you could also run tests. So things that I do also is I'll run tests with similar indoor air quality products, and I'll plug it in, and within 10, 15 minutes, I'll run the test again with a similar product that we'd be installing in their unit. And all of a sudden it goes from red to green or yellow to green. And you got all these people talking about indoor air quality, but they're just talking about it, right? The proof is in the pudding. And if you could run a test while you're communicating and they don't need to know that you're running the test, it's just very simple. You're going through your comfort survey, you have it on the table, you look professional, you look different than everyone else, and you're just doing a quick little analyze of everything. And then once you perform that test right, then you talk about the indoor air quality. You're. You're talking about taking the blower wheel out and doing the fin wipe. Absolutely love that. Added on to that one thing that I would mention, y'all, is if y'all want to make a lot more money this year, go to the Dollar General, the dollar tree, and go invest $3. Okay? Wet wipes, sandwich bags and a Sharpie. Yeah. And you're gonna go to the return and a supply and you're gonna do a duck swab. You're gonna write the homeowner's first name, last name, their address, their phone number. You're gonna put it in the kitchen where you people cook in the kitchen, Right. They don't want to see nasty dirt stuff, especially their names on stuff. And all of a sudden you're going to have a communication. I talk about communicating with that homeowner every 15 minutes. So when you come down from the attic now, typically the homeowner is going to see their name on it. It's going to draw attention. They're going to go, ew, that's gross. What are they going to do with it? Why is my name on it? Oh, man, they're going to bring it back to their office. Oh, everyone's going to think my house is disgusting again. Typically we meet with 80% of the time women in the home, right? And women love to know that their house is clean. And so when you could communicate this to them and they go, hey, what is this? Now? It's an open dialogue. It's not me as a technician telling you you need it. You're asking me what it is. So now I bring you to the return and I talk about my process, but it's not me saying, hey, this is dust, dirt, mold. You got to be really good at asking open ended questions. Where the homeowner. So I would Say, what does this look like to you right here? Oh, it's dust and dirt. Okay, so knowing that I pulled the filter out, where else do you think this is going? Well, it's going in my system. It's going in my house. I would have to agree with you now, knowing that it's going in your system, in house. Let's start with the system. What do you think damage it could do to the system that you, you know, that's 15 years old or that's brand new, you know, and it could do this. What else, what else, what else, what else, what else? I continue to say what else? Until they can't tell me anything else. And then I turn it around and say, okay, so I also did that on the supply side. I took down the register right here, did the same exact thing. So knowing the damage it could do, and then I re highlight a couple that they just told me based off what you told me. And I see this picture of your beautiful family, and we were talking about little Susie's allergies, how they turn asthmatic. What do you think it could do to your health? What else? What else? What else? Well, while I'm here, what would you like to do about it? They're going to say, what can I do about it? Or I want to get rid of it. I promise you. That's the conversation right there. And then you have indoor air quality, because they're asking, what can I do about it? Or I want to get rid of it. So now I do exactly what Ms. Kelsey was saying was I go in the attic or wherever the blower is, and I take the blower out. And now I see this is where lazy technicians fail, is they take pictures and they think that's going to justify being able to sell a product. And again, it's not. Sometimes it will. But if you could pull that blower wheel out and you could go outside and disassemble it. It takes 10 minutes to pull it and disassemble it. And you could have your hose bib right there. You could have your chemical pump right there. And now you could physically bring Susie out and say, hey, Susie. So I know we were talking at the return, we were talking about the damage it could do to your system. Now, one of the things that we do is we take the blower doors off and I disassembled your unit right here. What do you see in the fins right here? And they go, oh, dust and dirt. And I go, remember what you said that it could do to the unit? Yes, now we got two options right here. I got my hose bib, I got my chemical spray. I could go ahead and put this back together dirty, and go ahead and perform my tune up. Or I could go ahead and start with the system Rejuvenation Cleaning, which is a $600 investment. I can go ahead and clean this real quick, put it back together and continue my evaluation. What would you like to do from here? They already built that case for you. So I know I'm not leaving with the zero ticket, right? And that's one thing as a business owner is you don't want your team to leave with zero tickets. And it's not really, you know, it is a business side about it, but you also want to teach them opportunity. Because I'm one of those people that, hey, if I'm leaving my family, I'm showing up 100% and I'm going to try to capitalize on every opportunity. Because I was that, that shitbag technician when I was the first technician, the first two years of doing it right, I went in there with blinders on. I went in their tunnel vision. I didn't offer them all their solutions. Why? Because I was scared of that big high ticket.
- [24:03]
B
Yeah, no, I know there's a lot of technicians that pre qualify the homeowners as soon as they pull in, you know, and I always tell people, I'm like, you know, you could pull up to somewhere and they could have 3G wagons sitting in the front and they won't give you a single dollar. But then you could pull up somewhere and you know that they're missing like two wheels. It's up on cinder blocks. And they're the ones that'll pull ten grand of cash out just to pay you.
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A
Under their bed.
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B
Huh?
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A
Under their bed. You know, like, hey, hang on, let me go grab that cash real quick. And that talks about justifying, not pre judging. You know, a lot of people, how often do they go through their CRM notes and they see a picture of the house on, you know, Service Titan or House Call pros and they're driving there and they're like, man, this is in the ghetto. They ain't gonna buy anything. And all of a sudden they already had that sour taste mindset prior of going into that appointment. So talk about the importance of keeping a good mindset and keeping a fresh mindset. Not going in there and prejudging.
- [25:06]
B
Yeah, no, it's super important because if you are prejudging, then, you know, even if you don't know the products or aren't comfortable with the product that you're selling. You know, if you're like, oh, because a lot of techs with capacitors, if they know the pricing of capacitors, they hate it, they hate selling them. Right. But you can't do that. So one thing that is very important is to not prejudge because once again, you never know what they need. And on top of the money prejudging, you don't know what their health issues are. Like, I remember this one woman, we went in and her house is spotless and we pulled out her air cleaner filter. Wasn't a premier one filter, it was another one, an accordion style one. And we showed her that and we're like, hey, this is dirty. This is, we need to replace this. And then what I always do is, and I love that you have the CPS thing. I told people about that all the time. I still do to this day.
- [26:03]
A
I don't understand why they don't. It's like two $300 on Amazon.
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B
It's so worth it. It's so worth it. Especially when you're talking to them at the beginning. And then what I always do is since you have that going, that's a perfect time for you to ask. But the people that don't have that, I always would have them go down to the inside unit, you know, find what they need to. And I always say, because you said sharpie, so I thought we were going to go the same way with this. So sharpie wise, I would have them mark three fins if they clean three fins. And then that way even if they don't sell IAQ this time, the next time they go, they won't be able to find those same three fins, but they can show the homeowner, hey, it got dirty all over again. And we were just here.
- [26:45]
A
I like it. Look at that. Drop and bomb, right?
- [26:49]
B
That's right. So, but yeah, so if you pre qualify, they have terrible allergies, but you already don't even want to talk to them about it because of what their house looks like on the outside. We can't do that. We have to talk about it on every single call iaq, no matter what product it is, you have to talk about it. It's so important for health wise, for saving them, saving their equipment wise, just, it's just very, very important. Don't pre qualify them, just go in, talk about it on every single one. Even if they already have it in their house, still talk to them about it. Because what they can do Is if they have it, they can say, hey, you know, I really, really love that. You can get a review on Google with that. They can say, hey, this company came and put these premier One products in for me, and I love it. I would recommend it to anybody because it's made the breathing in our house more comfortable.
- [27:41]
A
Yeah. And I mean, even if you're not a good communicator. Okay. And you don't want to deal with the homeowner, just the fact. I mean, I got a premier one right here. UV light box. Right. With the UV in it. Just putting this in the homeowner's hand and just if you could just highlight a couple things on the box. I mean, every single side of the box is informed and educated with information for the homeowner. So, I mean, it's designed to really sell itself. So all you got to do is just have the confidence of grabbing this out of your truck, putting it on the table, and letting the homeowner look at this while you go do your tune up or your evaluation. I mean, it's a great brand right here of branding. I mean, look, every single side is informative. I love it.
- [28:34]
B
Yep. That's the point. That's the point. So I do have a lot of people that do that as well, because it has that pie chart on there which talks about the three types of contaminants that are in every single home. So when the homeowners get to look at that, first of all, they're like, oh, shiny, shiny box. I'm all about that. Right. And then they get to feel it, and they feel the quality of it as well. Not just, hey, you threw something in my house. What is it? It. So, but yes, it does go over all those contaminants and they're like, oh, you know, sometimes my house does still smell like broccoli, even though I cooked it yesterday. Right. Or sometimes we get sick more often. We're now getting back into that time of the year where kids are back in school. So what happens in the first three to four weeks?
- [29:13]
A
Right, yeah, viruses.
- [29:16]
B
Exactly. And when I talk to people about that, they're like, well, we just quarantined them in their own room. I'm like, okay, so do you turn off your air? And they're like, what do you mean? Why would I turn off my air? And I'm like, it's still moving, all of that. I said, you ever get sick? And they're like, oh, yeah, that didn't. That didn't even register to me. That. That's what's going on. So. And then the allergens, everyone has them. You know, in the last 10 years, allergies have actually gone up by 50%. Which I always tell everyone I believe it because I didn't have allergies for the longest time. And then pre Covid, like I, you know, 2019, I was sick for like eight weeks straight sick, okay. And I'm like, man, I just can't shake this cold. And my father in law goes, I think you have allergies. And I said, I don't have allergies. Those don't touch me. Fun fact. They. I do have allergies and so now I have to have this in my house as well. So. But yeah, everyone has them.
- [30:14]
A
Absolutely. And, and clients need it. They just don't know we have it. Right. And we just gotta inform and educate.
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B
Yeah. We are the teachers. Every single room, you know, every single house that we walk into, just like how you and I were talking about how we're here to help people. We're also here to teach people. So that's what we have to do because those people don't know anything. This is why everyone in the H vac world gets so much training. There's so much training available to even just the people listening to your podcasts all the time. Right. There's opportunities to learn and grow. So you need to teach those homeowners what they have going on. All they know is box make heat, box make cool. Yeah, right. And they know when they don't work and they know when they do work. So you need to educate them on why and how.
- [31:01]
A
Yeah, a hundred percent agree. You know, and talking about training too, right? That's what really builds confidence. What training is it that you feel like or how much training goes into to being able to feel confident in being able to sell this. How much training should a company be doing with indoor air quality?
- [31:23]
B
I love that question. To me, my very successful people that I've had training I would do every six to eight weeks. And I know that sounds like a lot, but they don't have to be two hour trainings. They can be 45 minute trainings. They can be, you know, zoom calls, they can be whatever someone needs. You know, I. All the texts even, even from previous jobs know that they can still call me and they still do to ask me questions and because, you know, new questions arise, you can even call me. I have people call me when they're on a call and the homeowner asks them a question that they don't know, because a lot of techs, if they don't know all of the answers, and I think a lot of people work this way. I know I am one of those people, if I don't know the answers to everything, I don't want to talk about it. Because you don't want be like, oh, I don't know the answer. I can't believe this. And I'm freezing up. No one wants to go through that in front of the homeowner. So trainings every six to eight weeks, even just touches. It doesn't even have to be an IAQ specialist coming in to train. It's just. Even general management, operation managers, service managers, install managers, just saying, what do we think about iaq? And do the guy's favorite thing of role plays, right?
- [32:34]
A
Get them uncomfortable all about it.
- [32:38]
B
So, you know, and just do that. But that's the more, the more that they talk about it, the more that it's ingrained in them, you know, because some people are like, I do a lot of trainings with you guys, and it's every six to eight months. And I'm like, months, though?
- [32:51]
A
Yeah, months and months and months. I mean, how much do you forget? You know, I mean, to create a habit, you got to make sure your team's doing it for 21 day consistently. So what do you do to track that? Right? I tell companies that I go to make it mandatory that they bring back the. The wet wipes and everything. Or maybe not bring it back, but take a picture and load it in the CRM program to identify that they did that. Because you got to hold your team accountable. Because this is the small stuff that will make it a game changer for a small business. I mean, when you could, when you could add another, you know, half a million to a million dollars of your bottom line of indoor air quality with your team, just by communicating every single appointment. You'll, you know, you do it 10 times, 30% of the time. Three calls. Hey, I'll take it every week.
- [33:46]
B
Yeah. Oh, absolutely. And we now have all of those different, like, service Titan, Service Fusion, Field Edge. We have all these different ways that people can put those pictures in. Because once again, are you going to sell it on every single call? No. But the next time that someone's there, they can have another touch and they can have another touch. And when they say, hey, you know, the last four techs that have been here have talked to me about indoor air quality. Apparently it's important. And I've had four breakdowns this year. Like, what's going on? So you know Those houses with 97 cats and 87 dogs?
- [34:20]
A
Yeah, right.
- [34:21]
B
Huh. Where the litter box is always right next to the system.
- [34:24]
A
Right. By the return. Just getting sucked, Dan.
- [34:27]
B
Exactly. So it's just super important to take those pictures, have those wet wipes, you know, show those homeowners the actual evidence of what's going on in their house. Not just, hey, I looked this picture up on Google, and it kind of looks like your house. Right. So when they can see the actual things that are going on in their system, like you said, the grossness factor. So I always say, for the women, I go for the grossness factor. Right. Because, oh, I keep my house clean, but the inside. The inside of my system is not clean. I don't want to do that. But for a lot of the guys that you talk to as well, like, I know that's how it is in my house. The money is the important part. Right. So they want to know what the end. End game is on, how much it's going to cost them and what it's going to do. So it's, you know, you just have to show the evidence on everything. So it's very important.
- [35:15]
A
Absolutely. And as we're wrapping up the podcast, Ms. Kelsey, I got listeners from business owners, technicians, installers, comfort advisors, disp managers, supervisors. What would you like for them to get out of this episode of H VAC Masters of the Hustle?
- [35:32]
B
Absolutely. So 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. We've got you. If you guys need help finding someone. Jason can get you in contact with me. You know, we're here to help. Jason is a freaking rock star, as everyone that's listening knows. So he's here to help you guys. And it's just training, training, talking to your guys about the importance of it. So. And help those people. Help them with their health and help them with their systems.
- [36:09]
A
Yeah. And real quick, if they were interested in getting those little dummy samples, who can they reach out to? How can they get those products so they could push more of dynamic. Dynamic filters?
- [36:23]
B
You mean like these guys?
- [36:24]
A
Yes.
- [36:25]
B
Yeah. So go on to premier1products.com.
- [36:30]
A
There you go. She said it. Ms. Kelsey, thank you for being a guest. Until next time, y'all get to know your indoor air quality. Super important. Late.
- [36:47]
B
Oh, no, Diamond.