HVAC Sales: How 1 Tech Sold $2M in Resi HVAC Repair & Replacement with Process & Relentless Training

Find Your Process: Charles Dozeman Sold Almost $2M in Residential HVAC Repairs & Replacement Systems for WireNut Home Services in Colorado Springs, CO, by Having a Process & Relentlessly Training to Perfect It.
Today’s show is a great discussion with another SGI Crown Champion: Charles Dozeman of WireNut Home Services in Colorado Springs, Colorado. As a service technician, Charles sold almost $2M in residential repairs and replacement systems. Charles is a high-energy, engaging guy. When you meet him, you feel like you’ve known each other for years. Charles is naturally a likeable person who connects well with others. He’s also almost a 30-year-veteran in the HVAC industry, most of it in residential.
Before moving to Colorado, Charles worked for Milestone and another large contractor in the Dallas/Fort Worth market. That means he’s trained, trained, and trained some more. In fact, today, Charles trains Maintenance 1 technicians for WireNut, in addition to being a rock star in the field. It’s through all that training where you find why Charles is really successful: It’s his process. Charles has it down. He knows how to react to each situation in the home. He knows how to communicate with the homeowner. And he knows how to deliver exceptional service.
Welcome to The Successful Contractor Podcast, Powered by Success Group International (SGI). A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry.
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[@rusome21]

Charles Dozeman is my neighbor! 10/10 recommend. He is a genuine person and will do right by your needs.

[@TheSuccessfulContractor]

He's a great guy! Thank you for taking time to comment!

[@rzgimena1738]

As a growing sales tech I watched so many hvac sales tech to get tips. So far Charles dozeman is the best. Im a husband and father of 3 beautiful kids. I watched this video few times and it works. Thanks charles

[@TheSuccessfulContractor]

This is great! Glad we can be of assistance. Charles is a great guy.

[@rzgimena1738]

Hopefully one day I'll be at the show. Thanks

[@TheSuccessfulContractor]

@@rzgimena1738 We'd love to see you there!

[@CharizardsPancakes]

Charles is the best dad ever! Such a great inspiration; I hope to be as successful as him and have such a nice beard.

[@mommadozeman]

I agree I love the beard.

[@gaiterat6187]

Might be the best interview you've had so far. Thanks Charles for sharing your knowledge. Really got out a lot out of this.

[@mommadozeman]

You have really grown into a awesome service tech. Thank you for sharing some of that knowledge. This was a very good podcast.

[@dudeman2733]

Charles Dozeman is my hero!

[@mommadozeman]

Ditto

[@RudyVargas-cy9uo]

THIS WAS AMAZING I LOVE THIS GUY.

[@airmech5083]

Oh men ! He's so humble , it's all a mindset.

[@jaspercangelosi9511]

Good Video! Like how genuine Charles is to customers. Only thing I would do differently is when a customers ask about a new system is not ask why do You want to do that. When Charles then tells the customer it’s going to be 18k to replace it and they tell him They want to think about it They really will have something to think about . Why spend 18k when They get it repaired for 1800. All of the sudden those benefits aren’t nearly as important unless you are putting a car in the driveway also. I feel like if a customer wants to think about, you don’t leave them alone and make the phone call to your wife, you just repeat the close so they understand the benefits better and why your company is the reason why they should go with wire nut instead of a fly by night installer who will do it it 3k cheaper.

[@acedozeman2174]

Thanks Jasper, I appreciate your feedback. Typically homeowners don't ask about replacement options unless repairs are over 5k and the equipment is usually pretty old in these situations. When I go outside to give homeowners time to think it's only to let the couple talk about which system they want, not whether or not if they're going to use my company. If they're talking about whether or not to use my company I definitely stay and explain the benefits of using a great company.

[@P0m1zzz]

Rip Charles you were a great man

[@TheSuccessfulContractor]

He truly was. Gone too soon.

[@P0m1zzz]

@@TheSuccessfulContractor yeah real sad for him to go i miss him

[@TheSuccessfulContractor]

@P0m1zzz Prayers for your peace and healing.

[@bobbyledesma6591]

Wrote down a lot and learned a lot bossman! Thank you for the blessings

[@TheSuccessfulContractor]

Charles is THE man. And a great guy, too! Glad you enjoyed! Come watch some more!

[@christophercurcio4535]

Great video

[@blast1x]

Id love to be on the podcast & share my story. Been in hvac for two years at the age of 21/22 & have sold 1mil each year.

[@TheSuccessfulContractor]

That's awesome, blast! We'd love to talk with you. Currently, we only interview members of our organization or partners of our group. Do you know if your company is part of CertainPath?

[@jakev1972]

I often wonder what tech sold the most in a year and how much was it

[@Swamprhinoremover]

Hi guys, what’s a good commission rate to pay a salesman who sells 2-3 million a year?

[@jakev1972]

20%

[@acedozeman2174]

I think typically commission for sales is 8-10% with second look commission running between 2-3%

[@Review-This]

8-12% on units and 25-30% on regular money like repairs IAQ or accessories.

[@treasacraft6922]

I sadly inform everyone that Charles Dozeman passed on August 14th, 2024 from esophageal cancer. He will be truly missed

[@TheSuccessfulContractor]

Yes, thank you for sharing the news. We found out shortly after he'd passed. Just a terrible tragedy. Everyone who knew Charles knew him to be a good man. May the Lord embrace him, and a prayer for his family.

[@treasacraft6922]

Thank you for your kind words. I'm his mother, I know his faith was strong. I know he loved God, family, country and HVAC. He loved his life to the fullest. And now God has called him home. Love you, Son.

[@CatmanJovi]

As a lifelong hvac brother, my condolence to all the family. Many of my customers feel and treat me like family, and like family we respond when there's a need. The feeling of being someone's hero and the gratitude is more valuable than the money. Seems to me Charles exemplified that and that's what made him successful.

[@Makhtar725]

Did the guy with 18 year old furnace and $2k in maintenance actual needed a furnace replacement? If not then is this interview about teaching how to become a snake oil salesman?

[@TheSuccessfulContractor]

Makhtar, we always teach to ultimately give the decision to the homeowner. They're given repair options. However, it's our duty as HVAC professionals to also educate homeowners. And spending $2K on an inefficient furnace that's 18-years old isn't ideal. The average lifespan is 15-20 years in Colorado. It would be immoral to simply sell the repair, knowing the system would breakdown soon, and then sell then another furnace... but now it's more expensive, due to inflation. So, again... We have a system. At its heart is to allow the customer to make an informed decision.