Page 6 - The Compass - Volume 14 Issue 3

LEARNING FROM THE BEST
by Bob Houchin
“I Love Helping People”

Perennial AirTime Crown Champion Brad Schneider from Schneider 72 Degrees Consistently Sells More

than $2 Million in Residential HVAC with a Lifetime Closing Ratio of 83 Percent in the 10,000-Person
Community of Fredericksburg, Texas. Brad’s Confidence, Refined System, & Ability to Adapt to Each
Unique Situation Are Just a Few Reasons for His Unprecedented Success.

rad and Jennifer Schneider joined AirTime more doing this. I’ve been in roughly 80,000 customers’
Bthan 11 years ago. Over that time, they’ve built homes and businesses over the years. There’s no
Schneider 72 Degrees Air Conditioning situation I can be placed into that I’m
& Heating into an impressive uncomfortable with,” he shared.
business—one that’s been featured on Still, no amount of confidence can
the cover of The Compass Magazine. persuade people to buy a new HVAC
At the heart of the business’ success system. It takes an incredible amount
has been Brad’s ability to consistently of talent and ability to communicate
sell more than $2 million as a comfort and connect with people, while also
advisor in the Schneider’s tiny town of gaining their trust. Brad knows how
Fredericksburg, Texas, which is about to put people at ease that Schneider 72
an hour and fifteen minutes from the Degrees is not only the best option,
nearest major metro of San Antonio. but the best option for each customer’s
“Before we joined [AirTime,] I home and family.
didn’t track numbers. I didn’t care “People always want to know what
about them. I didn’t worry about BRAD SCHNEIDER the secret sauce is. For me, I have
them. That’s obviously all changed,” Brad explained. a really strong credibility statement. I know my
“I figure I’ve sold over $30 Million in HVAC over the products. I know how to identify clients’ personality
last 11 years or so in our 10,000-person town.” types and how to adapt my presentation to them. I
“My lifetime closing ratio is 83 percent. December can create four to five different presentations based
is our toughest month, and for the first time ever, I hit upon their personality traits. If you ride along with
a 100 percent closing rate on 28 calls in a row. I had to me for a day or a week, you’re never going to hear the
work that really hard, because I had several who didn’t same presentation. I adapt it to my situation. Finally,
want to make a decision,” Brad continued. “I’ve done I always keep learning,” he said.
those types of numbers with a $14,000 average ticket. “I’m going to spend, on average, between two hours
I’ve talked with sales trainers, and they don’t believe and fifteen minutes to two and a half hours in a customer’s
me until I show them the tickets.” home. In our service area, and I’ve had them all at my
Spend any time talking to Brad, and it becomes house, the industry average is about 11 minutes. I spend
apparent why he’s enjoyed such remarkable success. that time showing people that I’m going to take care of
Confidence exudes from him as he speaks about his them,” he stressed. “Bottom line, I love helping people.
profession. “Air conditioning has been in my blood That’s me in a nutshell. I don’t know if I was born to do
almost my entire life. This year is 31 years I’ve been this, but I think you could say that.”

What is Brad’s unique approach to every sales call? How
does he build rapport? What’s his process? How does
he make clients completely at-ease over a major

purchasing decision? Let’s learn these answers
and more in this issue’s “Learning from the Best.”

6 THE COMPASS | Issue 3 | 2019