Tricks of the Trade

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Tricks of the Trade: Background & Introduction - Segment 1

In this introductory segment, Paul Kelly discusses his personal background and his overall approach to goal setting and business growth in the trades. Paul also provides a brief overview of the content he will be sharing throughout this entire video series.

Run Time: 19:54

Tricks of the Trade: The Magic to Making More Money - Segment 2

Paul Kelly shares some simple and practical approaches he implemented at Parker & Sons, a $250 million/year HVAC contracting business in Arizona, to make more profit with a special focus on reducing costs; increasing number of jobs, average ticket, sales close rates, and prices; and having the necessary mindset.

Run Time: 33:10

Tricks of the Trade: Generating Low-Cost Leads – Part 1 - Segment 3

Paul Kelly reviews several strategies that contractors can use to generate low-cost leads, including: call center tactics, steps for technicians to take during service calls, and requirements for comfort advisors/sales associates to follow during their sales appointments.

Run Time: 26:37

Tricks of the Trade: Generating Low-Cost Leads – Part 2 - Segment 4

Paul Kelly continues his review of various strategies that contractors can use to generate low-cost leads including: stickers, business cards, retail stores, email campaigns, customer referrals, social media, door hangers, maintenance agreements, truck wraps, and memorable phone numbers.

Run Time: 26:25

Tricks of the Trade: The Secret to Extraordinary & Repeatable Results - Segment 5

Paul Kelly concludes this video series on Tricks of the Trade by sharing his approach to keeping systems and processes as simple as possible to ensure there is mass adoption of the company-wide standards and protocols that employees are asked to adhere to. Paul also highlights several real-world examples of how he put this approach into practice when leading Parker & Sons.

Run Time: 19:08