{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Successful Contractor Podcast","title":"He Sells $2.4M in HVAC by Shutting Up — Ray Kinder, Perfect Star","html":"","width":"100%","height":180,"duration":4452,"description":"Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/4b0wLaZ or call us at: (214)-453-1591 \n \nGet Predictable Calls From Proven Direct Mail Campaigns. Learn more about CertainPath's Lead Generation Direct Mail programs — for members AND non-members. Click here for a FREE Market Analysis: https://mycertainpath.com/lead-generation-request/?utm_source=youtube&utm_medium=video&utm_campaign=tsc230 \n \n------------------------ \n \nHe lays out three options, then he stops talking. Sometimes for two full minutes. \n \nRay Kinder is the senior technician at Perfect Star Heating, Cooling and Electrical in Antioch, California. Last year he did $2.4 million in sales and service. He is not a salesman by training. He came out of union drywall, got his GED, and promised himself he would be in a profession by 25. At 25 his brother-in-law Chris, who owns Perfect Star, put him on a duct crew, where he stayed a year before he ever touched an air conditioner. Fourteen years later he trains the team, and here he walks Bob Houchin through his entire call. \n \nHe makes a friend on the walk up, because people buy from people they like. He asks permission before he shares a single finding. He never asks about budget, because the people you least expect are often the ones who want the platinum package. \n \nThen he presents, top down, and goes quiet. He plays with his wedding ring and looks down, the way Chris used to do it with his glasses, and waits out a silence that can feel like an hour. Most of the time it ends with the homeowner wanting to move today. \n \nWhen the price lands hard, Ray agrees with them. It is a lot of money, and in 14 years it has never gotten cheaper, so today is the best price they will see. Then he walks the equipment again until they say the condition out loud themselves, because when it is the client's idea, it is the best idea. \n \nIn this conversation, you'll discover: \n \n• The permission question that turns a tune-up into a...","thumbnail_url":"https://img.transistorcdn.com/WCyJ3ptH0xXEDqC4S1LIZ73tPiK25vJcQICelfBZHPQ/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS84MzJh/ZGUzYzE3OTNiM2Nj/YTllNDRjYmY2NWIy/NjY2OS5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}