All good things must come to an end, and I'm afraid that's the case with my time with this publication. They're bringing in a rotating cast of current HVAC "influencers," and I must say that I'm all for it. I'm really looking forward to what these folks have to say.
It's been over 30 years since I wrote my first article for this fine publication. Since then, I've contributed over 260 of my articles, and loved every moment of it.
An Attitude of Gratitude
I'm a big believer in feeling grateful for whatever you have. I make it a point to think about things for which I am grateful as I drift off to sleep and when I first wake up.
I'm eternally grateful for my time with this magazine, and all the folks who've read what I had written and provided feedback. I'm grateful that Terry McIver was my editor since 2016. He's a very easy guy to work with. A special thanks goes to Dominick Guarino, who published my first article in Contracting Business, and Jeff Forker, publisher at that time. They were always very helpful to the new guy who was just starting out on the speaking/consulting circuit.
Frequently, the first thing I think about is how grateful I am that I learned how to close sales. Right along with that, I'm grateful that I fell “bass-akwards” into HVAC residential service and replacement sales, and that I chose to stick with it, despite the struggles I had with it my first two years in the business.
Naturally, that leads me to my gratitude that I started my career at one of the greatest HVAC service and replacement companies in the business, Modern Air Conditioning in Fort Myers, Florida. Of course, I can't mention Modern Air without thinking about how fortunate I was that, at that time, Modern Air was still being run by Ron Smith, one of the best bosses a salesperson could ever have. I've often stated that, if he still owned Modern Air, and still ran it the way he did when I worked for him, I'd still be working there as a salesman, and loving every second of it.
Ron Smith's real genius is in recruiting. He hired a Sales Manager, Peter Higgins, who brought out the best in me and ultimately got me my start in consulting and training. I'm really grateful for that.
Ron Smith also brought Tom McCart into the business. He taught me a lot.
Naturally, I feel a deep sense of gratitude to all the contractors who supported me over these last 30+ years. I'm especially grateful for my first two clients, Aaron York, Sr., of Aaron York's Quality Air Conditioning in Indianapolis, and Don Wright, of Air Conditioning Unlimited in Memphis.
My Final Pieces of Advice:
· Learn about AI, accept it, and adapt to it.
· When you're making good money, don't spend it.
· Treat your employees as though they're your customers. Don't overwork them.
· There's some good in your employees knowing that you've been successful, but don't flaunt your wealth.
· You do not have to be an extrovert to make it in sales. Salesmanship is not "personality-driven". You don't make sales with your charming personality or fancy sales techniques. You make sales by delivering a superior level of service.
· Whenever you're proposing something, make sure you land them on the "sense of urgency", which is the reason to take action now.
· If I am sold on the recommendations I am about to make, I consider the job 80% sold: never recommend a customer buy anything that you wouldn't buy yourself if you were in their position.
· There is one person, and one person only, who is responsible for your success and your happiness—and that's YOU!
· Your life is nothing more than a result of the decisions you have made to-date. Make wise decisions.
· Success does not happen by accident. Success happens on purpose. Success is not a matter of luck or good timing. Success is a result of planning followed by deliberate right action.
This isn't the last you'll see of me. Who knows? It may not be that last you'll see of me in this publication. I just won't be doing a monthly column any more. I've got two books that are in the final editing stage, and I plan on releasing them next year.
Thank you all for your support over the years and all the recognition you've given me for my efforts. I feel like I've made a difference.
Charlie Greer was voted Favorite Industry Sales Trainer, HVAC Consultant-of-the-Year, is a member of the Contracting Business Hall of Fame, and the creator of "Tec Daddy's Service Technician Survival School on DVD." For info on Charlie's services, go to www.hvacprofitboosters.com. Email your comments on this column or your sales questions to [email protected].
