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“Leadership is not about having a generic vision of the company, or a vision for yourself, but having a vision for the company that includes each and every person,” he said. Jay explained: Leadership is about instilling a vision so that everybody can be aligned in your company, rowing together as one. It’s about making people feel not just that they are part of achieving the goal, but that they are integral to achieving the goal. “Everyone needs to feel their role has relevancy to the outcome,” Jay added. Ironically, leadership is also about following, he explained. It’s about being a student. Furthermore, leadership is not a function of the top dog, it’s something that everyone underneath should be trained and enabled to do. 1. SET TARGETS Unlike the word “goals,” which tends to be flexible and fuzzy at best, the word “targets” is a very specific, measurable destination for your business. Identify a few targets that you want to pay attention to, and then identify the number you want to hit. What targets will have the greatest impact for you? It could be a company- wide target, like sales or profit, or it could be a more specific number, like your average ticket income. Choose a couple, and make those your primary focus for the entire year. 2. ESTABLISH REVIEWS When was the last time you reviewed each team member? Maybe it was last year, or maybe you never have. Well, now is the time to change that and conduct quarterly reviews for each team member. This can seem like a daunting task, especially if your employees are
During his presentation, someone posed a great question to Jay: “As a leader, how do you become comfortable with empowerment if you’re worried that the outcome is not exactly what you envision?” Jay answered, “If you want to get trust as a leader, you have to give trust as a leader.” Learn to tolerate missed execution, because it gives you a chance to show how you nurture and support your employees. You demonstrate just how much of a collaborative employer you are. One thing leaders need to remember is this: Leadership is not being perfect or knowing every option and having everyone do what you want. Leadership is a commitment of time and support. Jay explained that leadership is just like raising children. You didn’t just give not used to it, but quarterly reviews will help you stay connected to your team and keep them on pace. Ask just a few questions and measure everyone against benchmark key performance indicators (KPIs). KPIs allow you to take the guesswork and emotion out of a review and assess your team on their actions and efforts. 3. IMPLEMENT FOLLOW-UPS One of the biggest opportunities HVAC-R companies overlook is following up. Your prospective and existing customers both need to be followed up with to help you close more deals. You’ll see a spike in sales simply because you followed up more diligently than your competitors. Create two follow-up tracks, one for prospective customers and one for existing customers.
birth to them and leave them on their own. As a parent, you raised them and helped them. “The joy of leadership is to grow and develop your employees and unify them on a bigger purpose and mission than they’d ever develop on their own, and to have them share in the sense of achievement …” He also shared the advanced three ways to grow a business. (This is a must-see! Go to Facebook.com/mikeagugliaro and scroll to Feb. 8 to watch some of these videos!) Jay’s insight on both days was immense and worth millions of dollars to those who heard it. If you missed this Service Business Edge, you
missed out on massive value from the one and only Jay Abraham. Mike Agugliaro
3 GOALS FOR ANY HVAC-R BUSINESS TO FOCUS ON IN 2018
For prospective customers who have contacted your company, added their name to an email list, or received an estimate from you but have not
bought anything, follow up regularly with reminders, advice, and incentives for taking action today. For existing customers who have bought before, follow up with a different set of reminders, advice, and incentives. For each follow-up track, create a full year of follow-up touch points that include email, phone calls, direct mail, and even personal visits. If you implement these three strategies for 2018, I think you’ll be surprised at how much your business not only succeeds, but grows.
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