Biggest Tragedy of the Week

As the week at Comfortech comes to an end I’m compelled to share with you what I believe is the biggest tragedy of the week. We’ll get to that in a moment. Anytime we learn new information or begin to make quality changes in our companies, we must address one thing that seems to get in the way.

Anybody that knows me at all knows that I love to learn. There is so much information available in our industry today that it simply takes a desire to get educated in order to get exposed to this information which will quickly and profitably change your entire company.

There are all kinds of things that impact what your current results are, and you’re in control of almost all of them. You might find that as a pretty strong statement, and find yourself saying, “But Kenny, there are so many things that are out of my control!” I’ll give you the fact that there are a few things out of your control; however, your ultimate accomplishments or success are 100% completely within your control.

Hundreds and hundreds of contractors came through Comfortech this week and here’s the biggest tragedy that I see. Most people will NOT implement the ideas, strategies, and tools that they have been exposed to this week. This isn’t about whether you came to Comfortech or not. Your business might not do what a lot of Comfortech is about, but think back in your mind to your last training event or tradeshow and see if you can nail down three things that made a positive impact in your business. All too often, we can’t name them because “things” got in the way of our implementation.

Earlier this week I was flooded with some testimonials from the technicians that we had at our Service Sales Success School in Baltimore last week. One of the emails I received is among the greatest testimonials out there (you can view it on my professional Facebook wall if you want to see it.) I know why this tech came out of the gate with such great success. Want to know the answer? It’s really quite simple. He changed his behavior.

I was talking with my friend and fellow consultant Ron Smith today and this topic came up regarding information vs. implementation. Ron looked at me and he said, “It is called deficiency of execution.” That’s what it all comes down to. Deficiency of execution!

If your techs aren’t closing enough sales, or turning enough leads, they either haven’t been effectively trained how to do it or they simply are not executing the trained behavior. If your call takers are not booking enough calls and blaming it on price shoppers or economy, they haven’t been effectively trained, or they’re not executing the training. This is true for every aspect of your business.

It’s all about execution. It’s easy to win. Just do what you need to do when you need to do it! Execute what you know. It breaks my heart when I think about the biggest tragedy of the week is that most people learn new information, but don’t make the necessary steps to utilize this new information. This doesn’t have to be you. Learn something TODAY and either implement it immediately, or put a plan in place regarding when you will implement it.

Take one step at a time, don’t do too much too fast, but always be implementing productive changes that improve your business and your life!



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