Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591

🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5

-------------------------------------------------------------------------------------

Transforming a $300 ceiling fan call into a $10,000+ project doesn’t happen by accident — it takes skill, strategy, and a deep commitment to educating homeowners. Tim D’Entremont, a three-time Crown Champion and service electrician at Dawson’s Electric & Air in Fuquay-Varina, NC, has mastered that art. In this episode of The Successful Contractor, host Bob Houchin dives deep into Tim’s approach to diagnosing, educating, and guiding customers toward meaningful electrical upgrades — all without the hard sell.

Tim shares how his journey from Boston’s high-rises to North Carolina homes shaped his understanding of value, trust, and communication. More importantly, he unpacks his step-by-step process for running service calls that consistently close big projects while keeping customers happy and loyal.

In this conversation, you’ll discover:

• How to prepare mentally and strategically for every service call.
• The importance of earning the right to discuss upgrades beyond the initial call reason.
• How Tim uses open-ended questions to uncover customer needs and priorities.
• His approach to building value before presenting diagnostic fees or large project options.
• Why “planting seeds” throughout the call leads to smoother, higher-ticket closes.
• Tim’s soft selling strategy that keeps customers engaged without feeling pressured.
• How he handles price objections and reframes them into opportunities.
• The role of trial closes and roadmap selling for large, multi-phase projects.
• Insights on training and coaching electricians to deliver exceptional service.
• How Tim leverages call-by-call management and real-time coaching to grow his team’s success.

Whether you’re a business owner, a service electrician, or simply looking to improve your sales approach, Tim’s insights will help you turn everyday service calls into profitable, trust-building opportunities.

Show Notes

The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.

FOLLOW CERTAINPATH:

Facebook: https://www.facebook.com/CertainPath

Linkedin: https://www.linkedin.com/company/certainpath

Instagram: https://www.instagram.com/certainpath/