This transparency helps build trust. Homeowners stop seeing us as “salespeople” and start viewing us as partners. We’re no longer just telling them what we think — they can see for themselves through the visuals and tools we share with them.
We train our technicians to walk customers through the data, showing them what they’re measuring and using analogies — from cars needing oil changes to the importance of regular doctor checkups — to explain why testing matters.
We also leave behind a professional trifold packet and a detailed system performance report generated through our ServiceTitan management software, so the conversation continues even after we leave.
Handling Objections and Pricing Realities
benefits customers receive. It includes frequently asked questions
and other information about the program.
Here’s the thing: most people assume our high-performance membership must be expensive. But it’s not. At $19.95/month, or around $240/year, our price is approachable. That was a strategic decision. We wanted to ensure that price wasn’t a barrier so that the customer can focus on value instead.
We’re upfront about what’s included—and what’s not. The fact is that we sell what the consumer receives, not the price. Our visits are inspections, not clean-and-checks. We don’t clean blower wheels or provide filters as part of the membership. What we do provide is information: detailed system diagnostics that let homeowners decide what to address and when.
We sell peace of mind: fewer breakdowns, lower bills, safety, reliability, and comfort. We are proactive versus being reactive.
This approach works well for us. We don’t get much pushback on price because the value is clear.
Operational Benefits and Customer Loyalty
While high-performance testing enhances the customer’s experience, it also improves our internal operations. Memberships help us stabilize staffing year-round. In fact, we’ve never had to lay off an HVAC team member — there’s always work to be done.
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