E.89 Darius Lyvers
Darius Lyvers began his career at F.H. Furr Plumbing Heating Air Conditioning & Electrical, Inc. in 2001 as a sales consultant. For the first several years of his career at Furr, he spent his time in the residences of potential customers in the Washington DC metropolitan area. As a sales consultant, Darius was known for setting and breaking sales records. Due to his success in the field, Darius was promoted to the role of Sales Manager in 2010. In this role, he continued setting and breaking sales records, this time from inside the office, overseeing a team of sales consultants. In 2016, Darius was promoted to the position of Chief Operating Officer, where he oversees all aspects of the F.H. Furr business operations. In his time as COO, Darius has grown the company’s revenue from $37 million in 2016 to more than $90 million in 2021. Darius’s strengths are firmly rooted in the fact that he has a full understanding of what it is like to work in the field and promote growth from inside the office, as well as a passion for the industry and work that we do. In his free time, Darius enjoys spending time with his wife and two children, seeking adventure in the form of fishing, scuba diving, and traveling
Time Stamp
📍[5:33] Marketing: How FH Furr has branded themself as the guy in the back of the truck...
📍[6:13] Marketing: The efficacy of adding some tunes to make your website "jingle"
📍[9:05]Having a community strategist which helps the community, gets your name out and engages your employees...
📍[12:41]Someone has to do the sale... Somewhere...
📍[13:29]You have to have sales goals and you have to be transparent about those numbers and goals...
📍[14:57]I want to sell xxxx clients, I want to sell xxxx in services, I want my conversion rate to be xxxxx, I want to addon xxxx...
📍[16:33]We're paying x for these leads we need you turn that lead into xxxxx
📍[18:13]Do's & Don'ts of Sales
📍[18:29]1. You have to make your services affordable (break it down to payments)
📍[19:17]2. Have you thought of financing? No interest for a year. Monthly payments. No payment, no interest for 12 months....
📍[20:01]20 years ago only 5% of HVAC companies were financing services now they're at 65%
📍[21:01]People buy what they need with cash, they buy what they want with payments
📍[21:37]Have a sales process....
📍[24:37]Never ever use the words hundreds, thousands, tens of thousands.... break it up into two parts that feels smaller...
📍[26:37]Add "ONLY" before your price when you shorten it....
📍[29:01]Turning $11,200 to eleven 2 and watching your conversion rate go up 10%...
📍[29:53]Magic ratio of support: 1 CSR for every 8-10 Field Techs
📍[30:17]A good agent can handle 30-50 calls per day
📍[30:41]A good dispatcher can support 14-15 field techs
📍[31:33]Introduce to our services and ask them to get on a service agreement....
📍[32:21]Nexstar Network has helped FH Furr with their sales scripts: https://www.nexstarnetwork.com/
📍[32:57]20% of their customers are booking themselves online
📍[33:13]His goal is 50% in the next two years...
📍[33:45]People don't want to talk to people anymore....
📍[35:25]Add on services to your agreements. 35% of their revenue comes from proactive purchases on their inspections
📍[36:57]Get on the recurring band wagon... $13.95 per month and build up your membership..
📍[38:41]Find the pain point in the customer. THen create a system to solve it...
📍[39:09]How does Darius coach sales people to hit their numbers?
📍[39:37] Sales guys should not be driving leads... Their purpose is to convert...
📍[40:21]If you're not motivated by money - you're probably not a sales "guy"
📍[42:01]Every revenue generating position has goals and you have to help them meet those goals..
📍[42:49] Be transparent from day 1.... Tell them "You have a responsibility to ______ because ______________"
📍[43:57]Define your core values and hire around them...
📍[44:45]For sales they test candidates on.... Cognitive ability. Personality. Motivators
📍[48:57]Wonder Lic https://wonderlic.com/sign-in/
📍[49:25]Color Code Personality Science https://www.colorcode.com/choose_personality_test/
📍[53:13]All field techs come in once a week and they're ranked transparently...
📍[54:53]Be a learner!
📍[56:13]Marketing Homework: Insert the customer in your marketing....
📍[58:29]Finance Homework: Figure out how much an increase in conversion rate by 10% would change your dollars
📍[58:49]Systems Homework: How could you add some recurring revenue to your business?
📍[59:17]People Homework: What scoreboards do you have for your management team & field staff?
📍[1:00:17]Darius Homework: Meet with your team and define your core values... "eager to learn, further together, own your zone, etc"
"Quote of a day"
Care enough to create value for customers. If you get that part right, selling is easy.
-Anthony Iannarino
Resources:
Darius Lyvers : https://www.fhfurr.com/
Tay Meroni (Marketing) with Pure Pressure Washing
Meaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & Gutters
Michelle Myers (Systems) with Pink Callers
Martha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting Divas
