Selling in service plumbing isn’t about pressure—it’s about service and education. In this episode, CF shows how to win at the door, diagnose like a pro, and present three intelligent options so customers feel confident choosing what’s best. You’ll see how to “change the decision” from spending money to saving money, and why the right bundle (repair/replace + shutoffs + softener where appropriate) leads to better outcomes for everyone.
⏱️ TIMESTAMPS/CHAPTERS
00:00 – Intro bumper
00:02 – Welcome back + episode focus: selling in service plumbing
01:11 – Active-problem buyers: why service is highly convertible
02:33 – “Convertible” analogy (needing a suit now)
03:37 – The framework: Relationship → Diagnose → Value Stack
03:57 – The process: Intro, Pitch, Diagnose, Present, Close
05:00 – First impressions: CSR handoff, appearance, confidence
05:25 – Diagnose like a doctor (avoid tunnel vision & rabbit trails)
08:42 – The why behind the what: age, pressure, water quality
09:24 – Timing bigger solutions (e.g., softeners) without overwhelming
10:09 – Teaching with shutoffs: show, don’t tell
11:34 – Use the main; build the case with visible evidence
12:50 – Ask smart questions that reveal needs
13:40 – Isolate issues; let the customer connect the dots
15:18 – “Quote it for future records” → pressure-free offers
16:51 – Build three intelligent options every time
17:36 – Option 1 (retail service) and why it’s expensive
18:59 – Option 2 (volume/BOGO logic) with shutoffs + faucet
19:59 – Option 3 (value stack) with softener/bypass where appropriate
20:32 – Change the decision: expense → savings/investment
21:12 – The math: fewer drives, higher impact, happier clients
23:02 – Hourly comparison: production vs. travel dilution
24:25 – Recap: Relationship, Diagnose, Value Stack
24:47 – Present, then close with the deal (not pressure)
25:20 – Three options, every call → conversions & averages rise
25:37 – Serve your community + outro
🔑 KEY TAKEAWAYS:
Educate first. People can’t want what they don’t understand.
Three options win. Let the deal (value) close, not your words.
Show, don’t tell. Use evidence in the home to build the case.
Think day math. Fewer drives + better packages = better service.
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