COMFORTECH PREVIEW: Weldon Long Survived Adversity to Become an HVAC Champion

Weldon Long — author of "The Upside of Fear," "The Power of Consistency," and the soon-to-be-released "Invincible Sales Professional," — has an amazing story to tell, and you can hear that story at Comfortech 2016 in Philadelphia, when he presents a keynote address on Thursday, Sept. 22 in the Philadelphia Convention Center.

Comfortech — a leading, national event for HVAC, plumbing, and hydronics contractors — begins with workshops on Sept. 19 and runs through Sept. 22.

Weldon Long spent 25 years living on the streets. He landed in prison three times, for a total of seven years. But while in prison, he earned a BS degree in law, and an MBA in business. He began visualizing what he wanted out of life: an education, wealth, sobriety. He finally accepted responsibility for his failures, and realized that a change was up to him.

After a long job search, Long was hired as a salesman with a Colorado HVAC company. He sold $149,000 in projects in his first month. And within four years of his release from prison, Weldon Long was running the largest and fastest growing residential HVAC company in Colorado. He ultimately became the owner of a $20 million business.

Long's message is clear: Consistent sales results can only come from consistent sales activities. You cannot produce sales results out of random sales activities.

Today, Long operates a sales consulting firm — The Weldon Long Organization — with clients as large as FedEx, and as small as a 5-person family HVAC business.

During his keynote address at Comfortech — the long-running and popular heating and air conditioning industry event for HVAC and plumbing contractors — Long will share his unique FEAR (Focus, Emotion, Action, Results) Process of how to transform your mindset to one of prosperity and focus, to get exactly what you want out of life.

This will not be a run-of-the-mill keynote. It will be life-transforming information."
                                                   — Weldon Long

In a separate workshop, Long will describe his RISC Sales Process (Relationship, Investigate, Solution, Conclusion), which will help HVAC professionals manage the most common objections. Attendees will leave with strategies they can apply immediately, to dramatically increase margins and close more business.

"They're going to face three bids. They're going to hear ‘I want to think about it.’ They're going to hear, ‘I want a cheaper price,’ every time. But my prosperity MINDSET will help contractors develop the mindset that will help you deal with those challenges, and prosper in the face of those challenges," Long says.

The key, he says, is consistency, in every part of life, business and personal.

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"We know what we want, we know what we need to do, but we just don’t do it on a consistent basis," Long explains. "So, how do you get yourself to do the things that you already know you need to do?"

Long is clear: Consistent sales results can only come from consistent sales activities. You cannot produce sales results out of random sales activities.

"Most HVAC professionals understand the value of consistency when it comes to a furnace installation. That's because a system is required to do quality work. If you want consistent sales, you can't just walk into the home and 'wing it.' If your sales activity is random, your results will be random."

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* From "The Upside of Fear: How One Man Broke the Cycle of Prison, Poverty, and Addiction," by Weldon Long; Greenleaf Book Group Press. © 2009, Weldon "Wally" Long.