SALES TRAININGWITH Brendan Reid

Want to double or triple your Aeroseal sales?Take advantage of Brendan Reid’s Aeroseal Sales Training!

“We were doing well, 8 to 10, sometimes 12 Aeroseals a month. And then it started lagging off and we were only getting 5 or 6.

Sell Aeroseal on its own

Add it when quoting new HVAC equipment or duct cleaning/IAQ

Use Aeroseal to differentiate against the competition – leverage it to sell more of your core product or service

Roaming One-Day Group Sales Classes

Private Training At Your Business For Your Entire Team

We had Brendan come in to get the team back on track. He did a great job. In the ten months’ time since, there were 147 seals completed. That is almost 15 a month, up from 5 ½ per month before having him in. The sales increase over our pre-training rate was $312,653 in ten months (total Aeroseal revenue of $499,565). I highly recommend having Brendan come out. In fact I will invest in having him back here every year.”

Richard PassPass One Hour

Herrin ILElite Dealer

Dealer Testimonial

Dear Aeroseal Dealer,“How Do We Sell The Solution To A Problem ... That Homeowners Don’t Even Know They Have?”

This is the challenge we face every day. Duct leakage is recognized by countless authorities - and by knowledgeable contractors - as the single most universal cause of discomfort, dust & unhealthy air, and high utility bills.

Yet while Aeroseal is the most eff ective solution, it rarely sells itself. Few homeowners have ever even heard about it - or even know their ducts leak.

Aeroseal is literally an invisible solution, to an invisible problem.

Despite the challenges, Aeroseal IS very sell-able. The non-selling sales process I have developed in hundreds of homes over the last 39 years, that I use on my ride-alongs, and which I teach our Aeroseal dealers, simply works.

My training is packed full of real-world meat, not theoretical fl uff . It comes from 39 years of running duct tests, energy audits, tune-ups and estimates; crawling through nasty spaces; and sitting across from Bob & Betty at the kitchen table. And, learning proven eff ective techniques shared by our most successful dealers.

Attend my training and you’ll hit the ground running with my accumulated treasure trove of “golden nuggets”.

Dealers who implement what I teach see their Aeroseal, duct renovation, IAQ and replacement equipment sales surge. Many have doubled and tripled their monthly Aeroseal sales.

I personally guarantee you will get great value from your investment.

Up to 30 days after you come to one of my classes or have me do on-site private training, if you don’t feel it was worth what you invested, let me know what you think it was worth. I will refund the diff erence, up to 100% of what you paid.

Call my cell at (360) 420-5049 and let’s chat about how I can help your team help your homeowner clients!

Brendan ReidAeroseal & Duct Renovation Sales CoachBrendan.Reid@Aeroseal.com

Brendan’s Background39 Year Veteran of HVAC and Home Performance Fields

Started Energy Auditing/Home Performance Contracting co Retrospectors in 1980

Sold fi rst duct seal with a furnace in 1980

Inventor: founded Blower Door-Ductester Manufacturer Retrotec in 1982

Trained fi rst HVAC Contractor to provide Home & Duct Performance in 1986

Founded Training Organization Comfort Institute in 1998

Regular speaker at National Conferences: ACCA, Comfortech, Service World, Affordable Comfort

Author of trade press articles in The News, Contracting Business, Home Energy

Named one of the top 20 HVAC Industry Influencers by Matt Michel of Service Roundtable

Membership on industry standards committees (ACCA, CGSB, NFPA)

Performed integrity testing for NASA Space Shuttle launch pads, nuclear power plants & hundreds of homes

For the last fi ve years has focused on perfecting how to communicate the value of Aeroseal to consumers

One-Day Group Sales Class Locations February to June 2020Sponsored By Aeroseal LLC

Classes Are Customized By Climate

Each class is customized so that only issues relevant to your climate zone & duct location will be discussed.

For example: processes, option packages and sales conversations are very different for a dealer in dry Phoenix with fl ex duct in the attic vs. humid Pittsburgh with metal ducts in the basement.

8:00 AM to 3:30 PM

Locations and Dates:

Pensacola FL February 24Tampa FL February 26Fort Lauderdale FL February 27 Phoenix AZ March 3Tucson AZ March 4Dallas TX March 16Austin TX March 17Charlotte NC March 30Atlanta GA March 31Boston MA April 6Hartford CT April 7 Indianapolis IN April 20St. Louis MO April 21Seattle WA May 5Portland OR May 6Toronto ON May 18Detroit MI May 19Milwaukee WI June 1Chicago IL June 2Minneapolis MN June 15

No class near you or none on a convenient date? Call (360) 420-5049 to discuss on-site private training.

Locations & dates subject to change after printing, confi rm at SellMoreSeals.com

Who Should Attend? The one day sales class is designed primarily for salespeople and all technicians (whether they are expected to quote Aeroseal or create a hand-over lead). Managers/owners are strongly encouraged to attend so they can manage implementation going forward. CSRs, especially those who do inside sales follow up calls, will also benefi t.

Investment Early bird registration per person (ends 6pm Friday b4 class):$347 open market$247 for Aeroseal Dealers$197 for Comfort Institute Members$25 off pp if 4 or more attendees from same co.$25 off for return attendeesAll fees rise by $50 if last-minute registration100% Money Back Satisfaction Guarantee

147 Evaluations were received for the 10/2018 to 02/2019 classes.

* 100% said the class met, exceeded or greatly exceeded expectations* 100% would recommend the class to others* 99% said the class increased or greatly increased their Aeroseal selling confi dence* The value of tips & techniques provided was rated at 9.5 out of 10

“100%said the class met, exceeded or greatly exceeded expectations

How do participantsRATE CLASS?

How To Register Go to:

SellMoreSeals.comPre-registration & credit card pre-payment required

Call Brendan at (360) 420-5049 if any questions

”

Class ContentWhat You & Your Team Will Learn

• Duct Facts: what the research proves about how Aeroseal impacts comfort, humidity, dust, health, HVAC performance & utility bills

• Aeroseal homeowner success stories which prove it works

• Understanding which benefi ts homeowners value the most

• Which house styles and homeowners are the best opportunities

• How your CSR’s can help by “Priming The Pump”• “All Service Selling Is, Is Helping People Solve Their Problems”

Pinpoint The Pain Before Promoting The Product• Six ways for Techs to open a persuasive Aeroseal conversation

• “10 Steps To a Perfect Tune-Up” to generate a handover lead or permission to present Aeroseal

• Conversational “Permission Steps” that keep defensiveness down, curiosity up, expand the opportunity and build YES momentum

• “Stop Asking If They Have Any Hot or Cold Spots!” Four better ways to get pain & problems admitted & articulated

• Why and how to agitate the pain - “Bring The Past Into The Present”

How to K.I.S.S. and (Do Some Show &) Tell• Simple demonstrations - screwdrivers, hands, smoke, IR, lights

• How to quickly explain Aeroseal in layman’s terms; and head off concerns about sealant safety and longevity

• The best video & printed sales collateral & proof sources to use

• 12 Effective Analogies: Blood Platelets, Garden Hoses & Rubber Washers, Leaky Bucket, Veins & Arteries, Lexus Hybrid & many more

• How to create the powerful “ICK!” response

• When to offer Duct Blaster or Flowhood Testing: Plan A, B, C or D?

Presentation & Objection Handling• Vision Questions & “The Pain to Promise Progression”• The Power of Social Proof: “The Book of Seals and Smiles”• “Prior Declarations Predict Future Actions” How to blend their pain

and goals into your duct repair recommendation using “The Four Most Powerful Words In Sales”

• The “Tip of The Iceberg” and “If We Install The Wrong Unit” stories

• How to get THEM to tell YOU their new unit will increase leakage

• How to prove their new 16 SEER will only be a 12

• Four effective ways to “Defuse the Price Bomb” and prove value

• How to estimate believable utility bill savings, and then tie in with fi nancing to make Aeroseal FREE

• Why & how to present Best-Better-Good packages

• Optioning Aeroseal vs. Bundling: the Pros and Cons & how to do it

• “The No-Brainer Close”: How to use “Emotional Logic”• Three Guarantees to reduce customer fear & procrastination

• How to control expectations if sealing building cavity returns

• How to overcome “No-one else said anything about my ducts”

Role Play Sessions

Each class has multiple role play sessions where attendees practice their new skills in a safe environment, so that they are more

natural with their next customer.

More Than AerosealThe soft-sell techniques you will learn will help you sell more return air enlargements, better fi lters and total duct replacements

(with or without Aeroseal).

You will also learn how to use duct renovation to differentiate and increase

closing ratio on competitive HVAC equipment, IAQ, insulation or other jobs.

Buy-In: The “Foundation of Confi dence”

On-Site Custom TrainingTrain & Super-Charge Your Entire Team!As an alternative to having your people travel to the one-day roaming group classes, Brendan can come to you and provide on-site private customized training. One, two and three day on-site visits are available, with the most popular option being the two day training. This may be a better choice if:

• There isn’t a class close to you in the near future.

• You prefer to not have your people in class with other companies.

• You want to train your entire team, not just the few you can break away.

• You see value in having everyone including CSRs, installers and managers participate in an exciting 2 hour kick-off session and get company-wide buy-in.

• You’d like your techs to do morning training (when they tend to learn best) and then still run billable calls in the afternoons. We can start as early as 7:00 AM.

• You see the value of Brendan doing real world ride-alongs.

• You want to take advantage of additional custom sessions for your CSR’s, Aeroseal installers and owners/managers.

On-Site Private Training Is Customized: Want your people’s training time laser-focused on your company’s particular business processes, needs and challenges, rather than the broad-brush content of a group class?

The content and schedule is customized based on a pre-planning consultation. At a minimum, only issues relevant to your climate zone & duct location will be discussed. In terms of processes taught, a “selling tech” company will learn different techniques than a “hand-over tech” company. A duct cleaning company won’t be distracted by tactics only appropriate for an HVAC business. A company which quotes duct cleaning over the phone will learn different processes from one which sends an estimator out.

Optional In-Depth Sessions If More Than One Day: • Ride-alongs with techs on tune ups/duct cleaning inspections and

salespeople on replacement estimates. Delivers personal coaching and generates immediate revenue.

• CSR meetings on how to prime the pump for Aeroseal when setting appointments for tune ups, duct cleaning and replacement estimates.

• Manager meetings on issues like pricing, spiffs, guarantees, low cost lead gen strategies, website content, role of techs, testing tools & offers.

• Review of advanced productivity tips with the Aeroseal techs to: speed up seals; maximize % reduction; alternative ways to block registers; deal with building cavity returns; prevent overspray. Many dealers choose a third day specifi cally to have Brendan manage a seal on a challenging home.

“I noticed during the class that everyone was staying engaged, very excited, in particular the two new CSR’s.

Brendan was very flexible, going out on a few ride-alongs too. It was real exciting to see our airflow expert have success riding with Brendan.

We had two clean & seal sales within 3 hours of the morning training on the fi rst day being completed. (Total revenue $5584)

I’m real excited about the future. I defi nitely recommend having Brendan come in to town, he’s very engaging, very flexible, defi nitely worthwhile.”

Ric SecorHome Heating, Bend OR

For a FREE 30 Minute Zoom Meeting Consultation,Call Brendan Today at (360) 420-5049 or email Brendan.Reid@Aeroseal.com

Watch Dealer VideoINTERVIEWS Go to www.SellMoreSeals.com

What Other Aeroseal Dealers SayAbout Brendan’s Sales Training

“We had Brendan come out, meet with our entire staff and do ride-alongs.

The training helped me so much that the next day I was three for three. Sold three seals right in a row thanks to Brendan’s help.

In the 12 months since having Brendan here, we have more than doubled our Aeroseal sales from 9.4 per month to 21.6 per month - 260 sold in the last 12 months.

Just follow what Brendan teaches. It worked for me.”

 Steve Sprague

Amistee Duct Cleaning Novi MIElite Dealer

“We had a technician named Takar who went on a seven system tune-up after the class and ended up selling a seven system duct cleaning and Aeroseal for $20,800. 

He said he felt a lot more comfortable talking about Aeroseal, duct leakage and the clean & seal combo after the training than before the training.  So, great results!

I almost saw none of the technicians on their phone throughout the entire day. They were all interacting and paying attention to what was going on.”

Ben Alexander

Milestone ServicesDallas TXElite Dealer

“If you utilize the Aeroseal sales training you’ll flourish. Brendan will help your guys interview the customer better, talk more eloquently, observe better and get more seals sold.

Earlier today we did a remote Aeroseal training with him, and in the last six hours 4 different Aeroseal jobs were sold today by the technicians.

44% of our replacement equipment jobs now include Aeroseal.

In our fi rst full year we did 138 completed seals with an average ticket of $2327.”

Ben Kratz

McCarthy’s One Hour Omaha NEElite Dealer