Knowledge Leads to Comfort: How Danielle Leisten of Buric Heating & Air Sold $1.76MM & Became the 1st Female CertainPath HVAC Tech to Earn Crown Champion Status

The Successful Contractor Podcast

Danielle Leisten is a do-it-all technician for Buric Heating & Air in Columbia, MD. She does maintenance, service, and sales. She even helps in the office. Danielle is also CertainPath’s FIRST female tech to attain HVAC Crown Champion status; she sold $1.76MM in 2022. And it was only her second year in ANY sales function… How did Danielle achieve such incredible, immediate success?

KNOWLEDGE IS POWER and POWER COMES FROM KNOWLEDGE… That’s Danielle’s belief. She will take the time to educate homeowners completely about their system—even a 20+ year old dinosaur—and she gives them the option of repairing it, along with the option to replace it. Ultimately, those homeowners will feel fully informed. Through that information, they will feel good about their buying decision with Danielle and Buric.

Danielle shares her entire service call process in this interview, including how she:

· Creates early connections with homeowners to get them to relax.

· Educates homeowners on all facets of their system using the System Performance Report.

· Explains to customers different components of their system and repairs using analogies they can easily understand.

· Introduces the idea that replacement may be the best option, even though she’s on a tune-up call.

· Creates an assortment of easy-to-understand options for the homeowners that cover both repairs and replacement.

· Handles all the major OBJECTIONS customers have when faced with a big buying decision.

· And so much more!

Show Notes

The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,100+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. Thank you to our sponsors:

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