< PreviousStay tuned here, and remember to check gotosummit.com for more infor- mation on the Summit itself, registration, pricing, and exceptional hotel packages as it becomes available. The Newest Training Videos Are Online Now Another great benefit of being an NCI member is having access to the video training library. Over the past five to six months, we’ve recorded more how- to videos specifically for High-Perfor- mance HVAC contractors. The short vid- eos are focused on helping you on your High-Performance HVAC™ journey. Two of the new videos are hosted and taught by Casey Contreras – an NCI field coach and trainer. These include Where to Measure TESP on Air Handlers and What Instrument Do You Need to Complete a Certifica- tion Report . Go to ncilink.com/vidlib . All NCI videos are very hands-on. Each of the two newest videos is under four minutes long. They hone in on specific skills that your technicians need to measure TESP on handlers successfully and what in- struments they need to complete a sys- tem certification report. If you have any questions or need help accessing the video library, call the NCI Customer Care Line at 800-633-7058. Your April PowerPack Is Here! Welcome to your April NCI Membership PowerPack! Hopefully, you were able to take ad- vantage of all the great tools from your March PowerPack. Last month, the focus was on airflow, and we shared four tools for you to use. This month we provide you with content and training to help you and your team with air balancing tools and how-tos. Please Note: Some of the tools includ- ed in the PowerPack each month may not normally be accessible with your mem- bership subscription package. However, you will be able to access these tools through this PowerPack por- tal during the current month. So, here is your April 2021 PowerPack: ● Advanced Temperature Diagnostics (Webinar) ● Master HVAC Pressure Diagnostics with NCI Static Pressure Budgets (Webinar) ● Essential HVAC System Renovation Tasks (Webinar) ● How External Filter Racks Impact TESP (Article) ● The Biggest Assumptions Made When Charging an HVAC System (Article). Be sure to share the April PowerPack with your entire team. Just go to ncilink. com/PwrPak to access it today. If you have any questions or cannot access any of the tools in this program, please contact us at 800-633-7058. NCI MEMBER UPDATE NCI’s Summit 2021 to be Held in Branson, MO Ladies and gents – great news! Na- tional Comfort Institute’s in-person High-Performance HVAC Summit is back. Mark your calendars for August 30 through September 2 . That is when we kick off the 2021 edition of Summit at The Chateau on the Lake in Branson, MO ( ncilink.com/Chateau ). Branson is an excellent location and a great place to make Summit a work- ing vacation spot for you and your fam- ily. The city is nestled in the heart of the Ozark Mountains in Southwest Missou- ri. This destination vacation spot boasts many outdoor activities in the moun- tains and on the lake. Plus, more than 50 theaters and music venues line the main drag known as 76 Country Boulevard within the city. Family activities abound, from theme parks to showboat cruises, The Titanic Mu- seum (among others), and so much more. The Chateau on the Lake is NCI’s head- quarters hotel. It’s located on Table Rock Lake, a short 10-minute ride away from Branson’s entertainment district. By the way, Table Rock Lake offers chartered fishing, water sports, boat rentals (kayaks, canoes, and motor- boats of all shapes and sizes), and of course, beaches. So think about making this year’s Summit into an event for the whole family. Mark your calendars for August 30 to September 2, plan to stay through Labor Day, and get ready for one of the best Summits yet! 20 APRIL 2021HIGH-PERFORMANCE HVAC TODAYHVACTODAY.COMAPRIL 2021 21 HVAC SMART MART Advertiser Index HIGH-PERFORMANCE HVAC TODAYHVAC TODAY TM AD INDEX To 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; or visit HVACToday.com/subscribe to order online. Publisher Dominick Guarino Editor-in-Chief and Associate Publisher Mike Weil Art Director Connie Conklin Online Development Director Brian Roseman Circulation Manager Andrea Begany-Garsed Go to ncilink.com/ContactMe with your comments and questions. Arzel Zoning Technology, Inc. | www.ArzelZoning.com ...................................................... 8 Baker Distributing Company | www.BakerDist.com ........................................................... 13 Duct Saddles | www.DuctSaddles.com ..................................................................................... 12 Dwyer Instruments, Inc. | www.Dwyer-inst.com ................................................................... 9 Goodman Manufacturing | www.GoodmanMfg.com ........................................................ 2 Lazco Corp. | www.LazcoCorp.com .............................................................................................. 5 R.E. Michel Company | www.REMichel.com .......................................................................... 16 The New Flat Rate | www.TheNewFlatRate.com ................................................................ 21 To Your Success | www.ToYourSuccess.com .......................................................................... 21 United Refrigeration | www.uri.com ............................................................................................ 8HIGH-PERFORMANCE HVAC TODAY22 APRIL 2021 STEP 2: Install static pressure test ports, perform ba- sic testing, and interpret airflow. If at all possible, have your customer with you while you’re testing. If the equipment is in a crawl space, attic, or on a rooftop, take pictures of the readings so you can share your findings with them. A free, simple smart device app like AirMaxx Lite™ can help strengthen your credibility and visually show your customers the health of their system. STEP 3: Create options for improving the customer’s sys- tem when replacing the equipment. It’s up to your customer how much or how little they want done. At a minimum, you should include the work to al- low the new equipment to operate reliably. This benefits both you and your customer. Next, explain how your company doesn’t just promise quality, you will prove it by showing how their system performs after you complete the work. By now, you should have built up so much trust it will be easy for them to believe you. If you did these three steps properly you shouldn’t have to ask for the order. Most cus- tomers will see you as the obvious choice and ask when you can get started. There will always be price shoppers out there, but most people are really value shoppers. No one inherently likes to be sold, but we like to buy. By offering to do more than just swap out an old piece of equipment, you give your customers an opportunity to buy a valuable solution that helps them improve their homes and their lives. Need some help? NCI offers an online Perfor- mance-Based Selling class. This class takes you through the entire process and includes the ma- terials you need to perform it properly from start to finish. CLICK HERE or go to ncilink.com/ PBS to learn more. T his month’s “One More Thing” is direct- ed at anyone in the HVAC industry who sells to homeowners. This includes sales- people, comfort advisors, service techni- cians, as well as owners and managers of HVAC companies who wear some or all of these hats. In this article, I’ll share with you a secret that could make an immense difference in your clos- ing rate, average sales ticket, and most important- ly customer satisfaction. THE SECRET When you perform basic testing on every sales call and educate your customer along the way, they will likely know more about their system than any contractor that came before you, or any contractor after, should they get additional quotes. When you educate your customer while testing their system, you teach them to effectively dismiss any competition who does not test and educate. To do this successfully you must follow the three steps below, in sequence, on every sales call. It also works on a service call when quoting a new system. STEP 1: Once you establish an initial rapport with the customer, explain that your company does things differently. Describe how you’ve been trained to test their system to understand how it works so you can offer them the best possible solution. Explain in laymen’s terms what static pres- sure is and how it affects airflow and their com- fort. Keep it simple: use a chart that compares it to blood pressure. Then explain how you will install test ports at their equipment to measure it. During this step, be sure to ask key questions related to their safety, comfort, health, and ener- gy usage. When you think about it, when prompt- ed with the right questions, there is no one who knows more about that home than your customer. Dominick Guarino is publisher of High-Performance HVAC Today magazine and CEO of National Comfort Institute, Inc. He can be reached at ncilink.com/ContactMe ONE MORE THING... By Dominick Guarino Make Your Customers Smarter Than Your Competition! Next >