In episode 473, host Matt Jones sits down with Sean Samson, dialing in from Cleveland, Ohio, for the third and final part of their enlightening series. Today, they’re diving deep into the powerful world of service agreements—why they matter, how you can sell them effectively, and the massive opportunity they represent for electricians, plumbers, and other reactive-service businesses looking to build recurring revenue.
Matt and Sean break down the nuts and bolts of what a service agreement actually is, outlining the differences between commercial, industrial, and residential sectors, and sharing real-world tactics for turning a standard job into a long-term client relationship. From the importance of having a solid sales process, to insightful tips on targeting the right demographics, and how technology plays a key role in making service agreements work, this conversation is packed with actionable advice for business owners wanting to grow sustainably.
Timestamps:
00:00 "How to Sell Service Agreements"
06:12 NFPA Standards for Service Agreements
09:36 Residential Maintenance Membership Benefits
11:45 Selling Through Fear of Loss
15:01 Seasonal Maintenance Tips
16:53 Targeting High-Value Service Customers
22:14 "Technology Needed for Service Agreements"
24:45 Sean's Show Notes and Episodes
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