< Previous20 NOVEMBER 2019HIGH-PERFORMANCE HVAC TODAYWe Will Integrate Performance Testing into Service and Installation – led by NCI’s Casey Contreras zCoaching Your Sales Team: How We Will Market and Sell High Performance – led by NCI’s David Holt zSpecial: High-Performance Town 2020 - Hands-on Testing & Diagnostics Labs – taught by Rob Falke, Jeff Sturgeon, and Justin Bright.Get all the details at gotosummit.com or call your customer care representative at 800-633-7058.NCI ROLLS OUT ITS LATEST ONLINE TRAINING CLASSNational Comfort Institute just launched its newest Online University training course: Airflow Testing and Diagnostics. This is a six-module, interactive course designed to help you, your technicians, and your sales team learn the basics of stat-ic pressure and airflow testing. The course also addresses how to diagnose com-mon air-related issues found on most residential HVAC systems in the U.S., then provide the right solutions to make a significant impact on your customers’ homes and businesses.Airflow Testing and Diagnostics con-sists of more than eight hours of online technical and sales instruction on how to measure and interpret static pres-sures, and then educate your custom-ers about what this means to the safety, health, comfort, and energy use of their homes.The modules of this course include: zThe Air Upgrade Approach zIntroduction to Static Pressure zMeasure and Interpret Static Pressure zFundamentals of Fan Airflow zPlotting Fan Airflow zCompleting an Air Upgrade.This online training course costs $299 per student. If you are an NCI Member, you can save $100 off that price. If you’re an NCI Learning Excellence Online or NCI Premium Level member, the course is available for all your em-ployees at no additional cost!Just log into your account on National-ComfortInstitute.com, then click on this link: ncilink.com/ATDonline.If you have any questions or experience any problems, be sure to contact your representative at 800-633-7058.GET YOUR NOVEMBER POWERPACK TODAYWelcome to the latest PowerPack ex-clusively for NCI Members. This month we feature the following: zPerformance Tune-Ups That Really Perform (Webinar) zTwo-Minute Duct Performance Test (Download) zNot Warm Enough Postcard (Download) zHow Do I Choose the Right Contractor Brochure (Download) zDownloading the AirMaxx App (Download).Don’t forget to share this PowerPack with your entire team. Access it at ncilink.com/PwrPak.SUMMIT 2020: COACH YOUR TEAM TO HIGH PERFORMANCEPerformance-Based Contractors from across North America will converge in Scottsdale, Arizona to learn, share, build relationships, and explore new oppor-tunities during the National Comfort Institute High-Performance Summit, from April 5-9, 2020. This is the only event of its kind com-pletely focused on marketing, selling, and delivering High-Performance HVAC systems.This year the conference focuses on coaching your entire team to High Per-formance. From the opening session through every workshop, you will learn how to coach team members on specific topics as you integrate performance into your company. In addition, a fifth, High-Performance Town workshop, consisting of three hands-on labs, will be held so you can experience advanced tests and calcula-tions to diagnose and offer highly profit-able system upgrades, just as your teams do in the field.The sessions include: zCoaching Your Entire Team: What Is High-Performance Contracting and Why Are We Doing It? – led by NCI’s David Richardson. zCoaching Your Managers: How We Will Integrate High Performance into Our Business – led by Dave DeRose zCoaching Your Technical Team: How NCI MEMBER UPDATEHVAC SUMMIT 2020HIGH-PERFORMANCENOVEMBER 2019 21HVACTODAY.COMHVAC SMART MARTAdvertiser IndexHIGH-PERFORMANCEHVAC TODAY TMAD INDEXBaker Distributing Company | BakerDist.com ..........................................................................17 Dwyer Instruments, Inc. | www.dwyer-inst.com .......................................................................2 Goodman Manufacturing | www.GoodmanMfg.com .............................................................4Jackson Systems | www.JacksonSystems.com ........................................................................12 Lazco Corp. | www.LazcoCorp.com .................................................................................................6 R.E. Michel Company | www.REMichel.com ................................................................................7The New Flat Rate | www.TheNewFlatRate.com .....................................................................21 To Your Success | ToYourSuccess.com ........................................................................................ 21United Refrigeration Inc. | www.uri.com ................................................................................... 19To Subscribe to High-Performance HVAC Today:ONLINE: Visit HVACToday.com/subscribe for a FREE digital subscription.PRINT: 1 year/$72; single copy $7. Canada: 1 year/$92; single copy $9. Payable in advance with U.S. funds. Prepaid subscriptions may be sent to: High-Performance HVAC Today, PO Box 147, Avon Lake, OH 44012. Phone: 440-949-1850; toll free 800-633-7058; Fax: 440-949-1851, or visit HVACToday.com/subscribe to order online.PublisherDominick GuarinoEditor-in-Chief and Associate PublisherMike WeilArt DirectorConnie ConklinOnline Development DirectorBrian RosemanCirculation ManagerAndrea Begany- GarsedEditorial AssistantMarge SmithEmail us at contactus@hvactoday.com with your comments and questions.22 NOVEMBER 2019HIGH-PERFORMANCE HVAC TODAYMy “Why” for doing what I do is: “I believe everyone deserves to live and work in safe, healthy, comfortable, and energy efficient homes and buildings.”What’s your “Why?” Have you given it some thought? If the “Why” above resonates with you, feel free to make it yours.Once you’ve determined your “Why,” it’s im-portant to communicate it to your team. But be-fore you do, make sure you have a good strategy to make it work, and what the end product will look like in your customers’ eyes.THE HOWHere you need to spend time communicating and coaching your team on how you plan to be-come more Performance-Based. This includes how you will train your technical team on test-ing, diagnosing, and providing solutions to often longstanding issues. It also involves determining the tools, methods, and processes you will need to put in place to support their efforts in the field.THE WHATFinally, you must focus on coaching your team on what your company’s new products and ser-vices will look like to customers. This means giv-ing your salespeople the training and tools they need to communicate your approach clearly and effortlessly. Be careful. Just putting them through train-ing and giving them new tools will not guarantee success. You have to start by winning their hearts and minds, and making them feel like they are genuinely part of the solution.This editorial could continue in great detail for pages, but the great thing is this magazine is al-ready laser-focused on supporting your quest. You will find a treasure-trove of examples of Why, How, and What to do in many past and future issues of this publication. I am excited for you as you continue on your High-Performance journey, and wish you unlimited success! W hen changing a company’s culture or adding a new product or service, two key ingredients are especially import-ant: Communications and Coaching. Put simply, it’s about how you communicate im-portant changes and plans to your team. Unless these communications are clear and concise, and reinforced often, they will likely fall short.Coaching is a great way to communicate with your team. In other words, rather than proclaiming edicts like, “This is the way we’re doing things from now on,” use a coaching process to help your team understand why you want to move your company in the direction you are sharing, what you plan to start doing differently, and how you plan to do it. THE WHYWin the heart and the mind will follow. To win over your team on a new direction you must com-municate your vision with all the passion and viv-id detail you can muster. Talk about the benefits to your customers and your employees first, then fol-low with what it will do for the company.For example, if your people understand why you decided to become a High-Performance con-tractor, and how you want them to be more than just tradesman — and grow into true craftsmen — you’ll be more successful in winning their hearts and minds.In Simon Sinek’s podcast TED Talk, “How Great Leaders Inspire Action,” and his book, “Start With Why,” Sinek uses an illustration showing a Gold-en Circle which consists of three concentric circles, with the outer circle being What a company does. The next circle inward is How you do it, and the in-nermost circle is Why you do what you do.When you decide to make a change, or to sell a new product or service, it’s a good idea to start with the Why. Try to communicate your Why with one short sentence. While this approach can work with virtually any-thing, let’s continue with our example of becoming a High-Performance Contractor.Dominick Guarino is publisher of High-Performance HVAC Today magazine and CEO of National Comfort Institute, Inc. He can be reached at domg@ncihvac.com ONE MORE THING...By Dominick GuarinoCommunicate and Coach Your Way to SuccessNext >