Course Progress0%
Overview
SparkSales System Potts Electric
SparkWorks Academy
Ignite the Sale
Safety-First Sales Mastery · 6 Modules · Full Certification Program
75%
Close Rate Target
+10%
Job Value Growth
30%
Profit Margin Goal
>95%
Customer Satisfaction
🎯

Our Mission

Why we exist

Deliver peace of mind through safe, reliable electrical systems for every St. Louis homeowner we serve.

⚡

Your Role

What you deliver

You are the face of Potts Electric. You protect families, build trust, and close deals that make homes safer — one consultation at a time.

Our Strengths — Know These Cold

⭐ 2,000+ Five-Star Reviews 🛡 10-Year Panel Warranty 💰 Flat-Rate Pricing ($180/hr) 👷 Most Master Electricians Locally 📋 NEC 2023 Compliant 🏙 St. Louis Experts ⚡ Same-Day Consultations

Course Modules at a Glance

🏆
Module 1 — Your Company's Edge
1 hour · Build trust with USPs, reviews & warranties
⚠️
Module 2 — Selling Safety First
1.5 hours · NFPA data, urgency, safety upgrades
🔄
Module 3 — Consultation to Close
2 hours · 5-step process, proposals, ServiceTitan
🛡️
Module 4 — Mastering Objections
1.5 hours · ACR method, 4 objection scripts
💰
Module 5 — Money Conversation
2 hours · Value selling, budget flexibility, 30% margin
🤝
Module 6 — Closing with Trust
1.5 hours · Close, handoff, 5-star follow-up

🔑 Core Concept: Safety-First Selling

Every sale at Potts Electric begins with one question: Is this home safe? You're not a salesperson — you're a safety advisor. Lead with protection, back it with data, reinforce with your company's edge, and the close follows naturally.

DAY 1 — Foundations of Safety-Driven Sales 6 Hours
9:00–10:00 AM
Module 1: Your Company's Edge
Mission, USPs, customer profile, trust-building
10:00–11:30 AM
Module 2: Selling Safety First
Safety risks, NFPA data, urgency framing, key upgrades
11:30–12:30 PM
🍽 Lunch Break
12:30–2:30 PM
Module 3: Consultation to Close
5-step process, Script 1 & 2, proposal template, ServiceTitan
2:30–4:00 PM
Module 4: Mastering Objections
ACR method, Script 3, objection role-plays
DAY 2 — Mastering Money & Closing 6 Hours
9:00–11:00 AM
Module 5: Winning the Money Conversation
Value-based selling, Script 4, budget planner
11:00–12:30 PM
Module 6: Closing with Trust
3-step close, Script 5, handoff checklist
12:30–1:30 PM
🍽 Lunch Break
1:30–3:30 PM
Role-Play Assessment
Scored scenarios · 80% to pass · Peer feedback
3:30–4:00 PM
🎓 Certification & Wrap-Up
Badge awards, next steps
👥

Weekly Huddles

1 hour each week. Practice scripts, share wins, review ServiceTitan feedback with the team.

💻

E-Learning Portal

Self-paced videos, monthly quizzes, updated NFPA stats, and downloadable resources on Thinkific.

🤝

Mentorship Program

2 weeks shadowing a senior rep. Weekly check-ins logged in ServiceTitan.

01

Your Company's Edge

Learn to leverage your company's unique strengths to build instant trust during consultations.

1 Hour5 LessonsBadge: Trust Builder
Overview
Your USPs
Case Study
Worksheet
Module Quiz

Learning Objectives

✓
Identify your company's unique strengths (reviews, warranties, pricing)
✓
Communicate strengths to build trust during on-site consultations
✓
Set the stage for safety-first selling by establishing credibility upfront

🔑 Key Takeaway

Your company's edge isn't a sales tactic — it's your credibility. The moment you walk in the door, lead with it. Reviews, warranties, and master electricians transform a stranger into a trusted advisor in 60 seconds.

What Is Your Company's Edge?

Your edge is every reason a homeowner should choose you over any competitor. It includes reputation, warranties, pricing transparency, and expertise. Used properly at the start of every consultation, your edge builds the trust that makes every other part of the sale easier.

Sample Opening Line

"Hi, I'm [Name] with Potts Electric. We're trusted by thousands of St. Louis homeowners — 2,000+ five-star reviews — and we back everything with a 10-year warranty. Our flat-rate pricing means no surprises. Let me take a look at your system."

⭐

Reputation

2,000+ five-star reviews on Google and Yelp. More reviews than any local competitor. Lead with this — it's your most powerful trust signal.

🛡️

Warranty

10 years on panels, 5 years on other work. Most competitors can't match this. Customers feel protected long after you leave.

💰

Flat-Rate Pricing

$180/hour sold rate — completely transparent. No hidden fees, no surprises at the end. Customers relax when they know the cost upfront.

👷

Master Electricians

We have more master electricians than any local competitor. This means safer, higher-quality work backed by real credentials.

Your Elevator Pitch Formula

Fill In Your Company's Details
"Hi, I'm with [Your Company]. We're trusted by thousands, with over [X] five-star reviews and a [Y]-year warranty on our work. Our flat-rate pricing of $[rate]/hour means no surprises. Here's what I found in your home today..."
Case Study

How a 5-Star Provider Closed a $3,500 Panel Upgrade

A sales rep visited a homeowner noticing flickering lights. Here's how they used their edge to build trust and close the deal:

1

Highlighted Reputation

"Hi, I'm with a trusted provider — we have over 2,000 five-star reviews from homeowners just like you."

2

Emphasized Warranty

"We found your panel is outdated and at risk of overheating. Our 200A upgrade comes with a 10-year warranty for complete peace of mind."

3

Showed Pricing Transparency

"Our flat-rate price is $3,500, covering labor, materials, and permits. No hidden fees."

Result

The homeowner signed on the spot: "I feel confident you'll keep my family safe." The sale powered their close rate and boosted the company's profit margin for that quarter.

Reflection

How can you use your company's edge in a similar scenario? Write down one specific way you'd open your next consultation using Potts Electric's strengths.

Identify Your Company's Edge — Worksheet

Answer these questions to build your personal pitch. Fill them in during training and keep them handy.

✓
Reputation: How many 5-star reviews? Where are they posted?
Example: "We have 2,000+ on Google."
✓
Warranties: What guarantees do we offer and for how long?
Example: "10-year panel warranty, 5 years on other work."
✓
Pricing: How does flat-rate pricing benefit the customer?
Example: "$180/hour sold rate — no hidden fees."
✓
Expertise: Master electricians, certifications, years of experience?
Example: "More master electricians than any local competitor."
✓
Other strengths: Same-day service, NEC 2023 compliance, St. Louis local?
Example: "Same-day consultations for urgent safety issues."
✓
Written your personal 2-3 sentence elevator pitch?
Practice it until it sounds natural, not scripted.

Module 1 Quiz — Trust Builder

Pass at 80% to earn your Trust Builder 🏆 badge.

02

Selling Safety First

Use NFPA data to create urgency and frame every upgrade as a critical safety investment.

1.5 Hours5 LessonsBadge: Safety Advocate
Overview
Safety Risks
NFPA Data
Script 1
Role-Play
Module Quiz

The Safety-First Approach — 3 Steps

1

Highlight the Risk

Use NFPA data: "80% of electrical fires are caused by outdated wiring." Make it specific to what you found in their home.

2

Present the Solution

Pitch upgrades as safety investments, not purchases. "$3,500 panel upgrade" becomes "your family's protection from a $50,000 fire."

3

Tie to Your Edge

Reinforce with your company's strengths: "Backed by our 10-year warranty and 2,000+ five-star reviews."

🔑 Key Takeaway

Safety-first selling positions you as a trusted advisor. Customers aren't buying an electrical panel — they're buying protection for their family. When you lead with that truth, price becomes secondary.

🔌
Panel Issues
Discolored panels, overheating, outdated 100A service, Federal Pacific breakers — fire hazards that need immediate attention.
🔩
Wiring Problems
Aluminum wiring, cloth-wrapped wires, knob-and-tube systems — all increase fire risk significantly in older St. Louis homes.
🧱
Outlet Issues
Ungrounded outlets, missing GFCI in wet areas, two-prong outlets — code violations that expose homeowners to shock risk.
🚨
Safety Devices
Outdated smoke/CO detectors, no interconnected alarms, missing whole-home surge protectors — easily overlooked but critical.

Key Upgrades & Solutions

⚡ 200A Panel Upgrade — ~$3,500 — Modern capacity, fire prevention, code compliance
🔋 Whole-Home Surge Protector — ~$500 — Protects all appliances and electronics
🔌 GFCI Outlets — ~$150–250 each — Shock prevention in kitchens, baths, garages
🔔 Interconnected Alarms — Varies — Smoke & CO detection meeting 2025 code
80%
of electrical fires are caused by outdated wiring — including old panels, aluminum wiring, and deteriorated insulation.
Source: NFPA (National Fire Protection Association)
$50K
average cost of electrical fire damage to a home. Your $3,500 panel upgrade is a 14x return on safety investment.
Source: NFPA Electrical Fire Statistics
30%
of electrical shocks occur due to missing GFCI outlets in wet areas like bathrooms, kitchens, and garages.
Source: NFPA Shock Prevention Data

How to Use These Stats in Your Pitch

In the Home — Panel
"NFPA data shows 80% of electrical fires come from outdated wiring — like your 1970s panel. Our 200A upgrade eliminates that risk, and it comes with a 10-year warranty."
In the Home — GFCI
"NFPA says 30% of electrical shocks happen from missing GFCI outlets in wet areas. Your kitchen and bathroom don't have them — let's fix that for $150–250 each."
On Cost
"A fire could cost you $50,000 in damages. This $3,500 panel upgrade prevents that risk entirely — it's one of the best investments you can make for your family."

Script 1 — On-Site Consultation

Use this script during your on-site consultation to inspect, educate, and set up your proposal.

Step 1 — Build Trust
"Hi, I'm [Name] with [Company]. We're trusted by thousands, with over [X] five-star reviews and a [Y]-year warranty. Our flat-rate pricing ensures no surprises."
Step 2 — Assess & Highlight Risk
"Let's take a look at your electrical system. [Inspect the panel, outlets, etc.] I'm noticing your panel is from the [decade], and NFPA data shows 80% of electrical fires are caused by outdated wiring like this. That puts your home at risk of fire or shocks."
Step 3 — Present the Solution
"To keep your family safe, I recommend a 200A panel upgrade, which costs $3,500. This prevents fire risks by modernizing your system, and it includes GFCI outlets in key areas to protect against shocks. It's a small investment compared to $50,000 in fire damage."
Step 4 — Reinforce with Your Edge
"With our [Y]-year warranty and [Z] years of experience, you can trust us to get this done right. Our flat-rate pricing means this $3,500 covers everything — labor, materials, and permits."
Step 5 — Check Understanding
"Does that make sense? What's your biggest concern about your current electrical system?"
[Listen and address concerns, then move to proposal presentation — Module 3.]
Role-Play Scenario

Pitch a Panel Upgrade with Safety-First Selling

You're meeting with Jane, 45, married with two kids, concerned about safety but budget-conscious. Her 1970s panel has aluminum wiring — a fire hazard. Use Script 1 to pitch a $3,500 panel upgrade.

Your Goals

✓
Introduce yourself and Potts Electric's edge confidently
✓
Cite the 80% NFPA stat specifically about Jane's aluminum wiring
✓
Present the $3,500 upgrade as a safety investment, not a sale
✓
Tie the close back to warranty and flat-rate pricing transparency
✓
Ask "What's your biggest concern?" and listen before responding

Reflection

After practicing: What did you do well? What felt unnatural? Write down one thing to improve before your next practice run.

Module 2 Quiz — Safety First Seller

Pass at 80% to earn your Safety First Seller 🛡️ badge.

03

Consultation to Close

Master a proven 5-step process to guide customers from first handshake to signed contract.

2 Hours5 LessonsBadge: Closing Pro
5-Step Process
Module Quiz
Script 2
Proposal Template
ServiceTitan
Role-Play
1

Build Trust with Your Edge

Open with your company's strengths — reviews, warranty, flat-rate pricing. Sets the tone immediately. (Module 1)

2

Assess & Highlight Risks

Inspect the home. Use NFPA data to explain the specific risks you found. Create urgency around real hazards. (Module 2)

3

Present the Safety Solution

Recommend specific upgrades with costs. Frame each as a safety investment. Compare to the cost of inaction ($50,000 fire).

4

Deliver a Professional Proposal

Use Script 2 to walk through the proposal clearly. Address concerns. Reinforce warranty and reviews. Ask what their biggest concern is.

5

Close with Confidence

"Are you ready to move forward to protect your home?" Secure deposit, set timeline, confirm next steps. Log everything in ServiceTitan.

🔑 Key Takeaway

Consistency in process = consistency in results. Every step done right creates a 5-star experience and a higher close rate. Never skip a step — even with "easy" customers.

Script 2 — Proposal Presentation

Use after the consultation to present your solution and close the deal.

Step 1 — Recap Risks
"Hi [Name], as we discussed, I inspected your electrical system and found [specific issue]. NFPA data shows 80% of electrical fires are caused by outdated wiring like this, which puts your home at risk."
Reminding the customer of the risks reinforces the urgency you created during the consultation, making them more receptive to the solution.
Step 2 — Present Solution
"To keep your family safe, I recommend [solution] for $[total]. This prevents fire risks, protects against shocks, and it's a small investment compared to $50,000 in fire damage."
Step 3 — Break Down the Proposal
"Here's your proposal: Total is $[X], which includes labor, materials, and permits — no hidden fees. We'll complete the work in [timeline], backed by our [Y]-year warranty."
Step 4 — Address Concerns
"What's your biggest concern right now? [Listen.] I understand — this $X prevents a $50,000 fire, and our warranty ensures it lasts. Our [reviews] show we deliver on our promises."
Step 5 — Close
"Are you ready to move forward to protect your home? [Pause.] Great — I'll get the paperwork ready, and we'll schedule the install within [timeline]. You'll receive a confirmation email with all the details."

Safety-First Proposal Template

Use this structure for every proposal. Professional, transparent, trust-building.

POTTS ELECTRIC
SAFETY-FIRST PROPOSAL
Customer Name[Customer Name]
Date[Today's Date]
Identified Risks

[Describe: e.g., "1980s panel with aluminum wiring — fire hazard per NFPA data"]

Recommended Solutions
200A Panel Upgrade$3,500
2 GFCI Outlets$500
TOTAL (incl. labor, materials, permits)$4,000
✓ Flat-rate pricing — no hidden fees
✓ Work completed in 1 day
✓ 10-year panel warranty
✓ 2,000+ five-star reviews

Customer Signature: _____________________ Date: _________

ServiceTitan Logging Guide

Log every consultation immediately after. Consistency here keeps your whole team aligned.

1

Create Customer Record

Open ServiceTitan → "Customer" tab → Enter name, address, contact info. Tip: Do this during or immediately after the consultation, not the next day.

2

Log Consultation Details

Click "Add Note" under the customer record. Document: date, identified risks, recommended solutions. Upload photos of the panel and outlets.

3

Log the Proposal

Go to "Jobs" tab → Create new job. Enter total cost, itemized breakdown, timeline. Attach signed proposal PDF.

4

Set Follow-Up Reminder

Set a reminder to follow up after install (e.g., 2 days after). Why: Follow-ups generate 5-star reviews and repeat business.

Scenario A — The Gatekeeper

"My husband makes all the decisions"

Customer: Linda, 58. You've completed a full inspection and found a 1976 panel with aluminum wiring. She's interested but says her husband Jim handles finances and he's not home until 7 PM.

What to Do

✓
Complete the inspection fully — document everything with photos
✓
Present your findings to Linda — she is your advocate with Jim later
✓
Leave a printed or emailed summary with photos for Jim to review
✓
Schedule an evening or weekend call: "Would Jim be available for a quick 10-minute call Thursday at 7 PM?"
✓
Script: "Linda, I completely understand. What I'll do is leave you with a full report — photos, findings, and the proposal — so you and Jim can review it together. I'd love to hop on a quick call with you both to answer any questions. Would Thursday evening work?"
Scenario B — Scope Limiter

"Just fix the one outlet — don't try to sell me anything else"

Customer: Bob, 45. Called about one dead outlet. During your inspection you found a Federal Pacific panel and no GFCI in the kitchen. He opens the door with his arms crossed.

What to Do

✓
Fix the outlet first — earn trust by doing what you came to do
✓
Then, calmly: "Bob, I did what you called me for. Before I go I need to show you something — not to sell you anything, but because it's a safety issue I'm obligated to tell you about."
✓
Show him the FPE panel using the recall panel script from Module 9 — factual, calm, no pressure
✓
Leave a written summary regardless of his reaction — log in ServiceTitan
✓
The goal is not to close today — it's to plant the seed professionally. Follow up in 30 days.
Role-Play Scenario — Full Process

A $4,000 Safety Upgrade — Consultation to Close

Customer: Sarah, 50, with teenage son. Outlets spark when plugging in appliances. You found: 1980s panel, no GFCI in kitchen or bathroom. Package: 200A panel ($3,500) + 2 GFCI outlets ($250 each) = $4,000.

Role-Play Checklist

✓
Step 1: Build trust — share reviews, warranty, flat-rate pricing
✓
Step 2: Highlight risk — cite NFPA 80% stat for her specific issues
✓
Step 3: Present the $4,000 solution as a family safety investment
✓
Step 4: Use Script 2 to walk through proposal, ask for her biggest concern
✓
Step 5: Ask for the close — "Are you ready to move forward to protect your home?"
✓
Confirm timeline, deposit, and next steps clearly

Module 3 Quiz — Consultation Pro

Pass at 80% to earn your Consultation Pro 🔄 badge.

04

Mastering Objections

Turn every objection into an opportunity using the ACR method.

1.5 Hours5 LessonsBadge: Objection Master
ACR Method
Script 3
Cheat Sheet
Role-Play
Module Quiz

The ACR Method

A
Acknowledge
Validate their concern without agreeing with it. Show empathy first.
C
Clarify
Ask a question to uncover the real concern beneath the objection.
R
Redirect
Reframe back to safety value and your company's edge. Guide toward a decision.

🔑 Key Takeaway

Objections aren't rejection — they're questions in disguise. A customer who objects is still engaged. ACR keeps them engaged while steering back to the value of their safety investment.

Tips for Handling Objections

✓
Stay calm. Objections aren't personal — treat them as requests for more information.
✓
Listen fully. Let the customer finish before responding. Silence is okay.
✓
Focus on value. Always tie back to NFPA data and your company's edge.
✓
Don't drop the price first. Offer phasing or flexibility before discounting.

Script 3 — Overcoming Objections with ACR

💬 "It's too expensive." ▼
Acknowledge: "I hear you, [Name] — cost is a big consideration for most homeowners."

Clarify: "Can you tell me what's making this feel expensive? Is it the total cost, or something else?"

Redirect: "I understand. This [$X panel upgrade] prevents a $50,000 fire — NFPA data shows 80% of fires come from outdated wiring. Plus, our [Y]-year warranty and 2,000+ five-star reviews ensure lasting value. We can also phase the project — panel now, outlets later. How does that sound?"
Acknowledging shows empathy. Clarifying uncovers the root concern. Redirecting frames price as protection, not expense.
💬 "I need to get other quotes." ▼
Acknowledge: "That makes sense — you want to be thorough and make the best decision."

Clarify: "What are you looking for in those quotes? Is it price, quality, or something else?"

Redirect: "Safety is key, and our upgrade is backed by a [Y]-year warranty. Our flat-rate pricing ensures no surprises, unlike some competitors who add fees later. Material costs are projected to rise 15–25% in 2026 — locking in now protects your price. Can I follow up in 48 hours?"
Validates their process while creating urgency (price increases) and reinforcing your differentiated edge.
💬 "I need to think about it." ▼
Acknowledge: "I completely understand — this is an important decision."

Clarify: "What's giving you pause? Are there concerns I can address right now?"

Redirect: "Let's review the risks — your panel could overheat every day you wait. This upgrade eliminates that risk, meets 2025 codes, and includes a 10-year warranty. Booking this week also locks in current pricing. Can we schedule for next week?"
Respects their pace while re-establishing safety urgency and creating a time-sensitive incentive to decide.
💬 "Can you do it cheaper?" ▼
Acknowledge: "I understand wanting to get the best deal possible."

Clarify: "Are you looking for a lower price, or is there a specific budget you're working with?"

Redirect: "Our flat-rate pricing ensures full transparency — no surprise fees at the end. What I can offer is flexibility: we can start with the panel now for $3,500 and add GFCI outlets in a second phase. That way you get the most critical safety upgrade immediately."
Avoids a discount while offering real flexibility through project phasing — maintains your margin while addressing their concern.

Objection Cheat Sheet — Quick Reference

"It's too expensive."
A → "Cost is a big consideration." C → "What feels expensive?" R → $50K fire risk + warranty + phase option
"I need other quotes."
A → "You want to be thorough." C → "What are you comparing?" R → Warranty + flat-rate + 2026 price increase
"I need to think about it."
A → "Important decision." C → "What's holding you back?" R → Daily risk + codes + lock in price this week
"Can you do it cheaper?"
A → "Best deal possible." C → "What's your budget?" R → Phase the project (panel now, outlets later)
Role-Play Scenario — Objections

Handling Two Objections — $4,000 Safety Upgrade

Customer: Michael, 40, with wife and two young kids. Breaker trips frequently. 1980s panel with overloaded circuits. He raises: "It's too expensive" and "I need other quotes."

Role-Play Checklist

✓
Acknowledge Michael's cost concern with genuine empathy (not defensiveness)
✓
Clarify what specifically is making him hesitant — listen fully before responding
✓
Redirect to the $50,000 fire risk + 10-year warranty + five-star reviews
✓
Use ACR on the second objection ("other quotes") — highlight 2026 pricing
✓
Return to the close: "Are you ready to protect your home, Michael?"

Module 4 Quiz — Objection Master

Pass at 80% to earn your Objection Master 🛡️ badge.

05

Money Conversation

Discuss costs with confidence by leading with value, not price.

2 Hours5 LessonsBadge: Money Talk Pro
Value Approach
Script 4
Budget Planner
Role-Play
Module Quiz

The Value-Focused Approach — 4 Steps

1

Lead with Safety

Remind them of the risks: "NFPA data shows 80% of electrical fires are from outdated wiring." Connect the upgrade directly to protecting their family.

2

Highlight Long-Term Savings

"$3,500 panel upgrade vs. $50,000 fire damage." A new panel also reduces energy waste — approximately $20/month in savings.

3

Reinforce Your Edge

Connect the price to your company's credibility: "Backed by our 10-year warranty and 2,000+ five-star reviews."

4

Address Budget Concerns

If needed, offer flexibility: two payments, phase the project, or start with the most critical upgrade. Never drop the price — adjust the scope.

🔑 Key Takeaway

Your price reflects the value of safety. Never apologize for it. Be confident, be clear, and always anchor the cost to the risk of inaction. $4,500 isn't a cost — it's protection.

Script 4 — Money Conversation

Step 1 — Recap Value
"[Name], as we discussed, your [specific issue] poses a fire hazard — NFPA data shows 80% of electrical fires come from outdated wiring. Our [$X package] prevents that risk and protects your family from fires and shocks."
Starting with the value (safety) reminds the customer why this upgrade matters before you get to cost.
Step 2 — Present Cost with Confidence
"The total is $[X], which includes a [panel] for $[Y] and [outlets] for $[Z]. This covers labor, materials, and permits — no hidden fees with our flat-rate pricing. It's a small investment compared to $50,000 in fire damage."
Clarity and confidence signal that the price is fair and justified. Comparing to fire damage anchors it in context.
Step 3 — Reinforce Your Edge
"This upgrade is backed by our [Y]-year warranty, and our [reviews]+ five-star reviews show we deliver lasting value. We'll complete the work in [timeline], so you have peace of mind quickly."
Step 4 — Address Budget Concerns
"I know this can feel like a big decision. What are your thoughts on the cost? [Pause.] I understand — this $[X] prevents a $50,000 fire. If the upfront cost feels high, we can break it into two payments, or start with the most critical upgrade now. Does that work?"
Asking for their thoughts shows empathy. Offering flexibility (not discounts) addresses concerns while preserving your margin.
Step 5 — Transition to Close
"With this package, you're protecting your home and saving money long-term. Are you ready to move forward? [Pause.] Great — we'll schedule the install within [timeline] and send a confirmation email."

Budget Planner for Customers

Share this with budget-conscious customers to help them see the investment clearly.

Step 1 — The Upgrade Package
200A Panel Upgrade$3,500
2 GFCI Outlets$500
Whole-Home Surge Protector$500
TOTAL$4,500
Step 2 — Cost of Inaction
Avg. Electrical Fire Damage (NFPA)$50,000
Electrical Shock Medical Costs$5,000+
Your Upgrade Investment$4,500
Step 3 — Payment Options
Full Payment$4,500
Two Payments$2,250 × 2
Phase 1 Only (Panel)$3,500
Step 4 — Monthly Savings
Est. Energy Savings with New Panel~$20/mo
Annual Savings~$240/yr
Role-Play Scenario — Money Conversation

A $4,500 Safety Upgrade — Emily's Budget Concern

Customer: Emily, 35, with husband and newborn. 1970s panel + no GFCI in bathroom. She says: "That's more than I expected." Package: $4,500 (panel $3,500 + 2 GFCI $500 + surge protector $500).

Role-Play Checklist

✓
Lead with safety for her newborn — specific, personal, not generic
✓
Present the $4,500 confidently — don't hesitate or apologize
✓
Use the budget planner: compare $4,500 vs. $50,000 fire damage
✓
Offer flexibility — two payments or Phase 1 only (panel for $3,500)
✓
Maintain your margin — no discounting, only phasing
✓
Close: "Are you ready to move forward to protect your home?"
If Emily accepts Phase 1 only (panel), log it in ServiceTitan and set a follow-up for the GFCI outlets in 30–60 days. That's a second sale in the pipeline.

Module 5 Quiz — Money Talk Pro

Pass at 80% to earn your Money Talk Pro 💰 badge.

06

Closing with Trust

Close deals confidently, execute a seamless handoff, and build relationships that generate repeat business.

1.5 Hours5 LessonsBadge: Closing Champion
3-Step Close
Script 5
Handoff Checklist
Role-Play
Module Quiz

The 3 Steps to Closing with Trust

1

Summarize the Value

Recap the safety benefits and your company's edge: "This $4,500 package protects your family from fire and shock risks, backed by our 10-year warranty." Reinforces their decision before they sign.

2

Ask for the Close

Direct, confident, empathetic: "Are you ready to move forward to protect your home?" Pause. Let them answer. Don't fill the silence.

3

Set Clear Expectations

Specific timeline, preparation steps, confirmation email: "We'll install on Tuesday at 8 AM. Keep the panel area clear. You'll receive a confirmation email by end of day."

🔑 Key Takeaway

A 5-star experience doesn't end at the signature — it ends with a post-install follow-up call. That call is where referrals are born. Never skip it.

Script 5 — Post-Close Handoff

Step 1 — Summarize Value
"[Name], I'm so glad we're moving forward! Just to recap — this [$X package] protects your family from fire and shock risks. NFPA data shows 80% of fires come from outdated wiring like yours. It's backed by our [Y]-year warranty, and our [reviews]+ five-star reviews ensure you're in good hands."
Recapping the value reinforces the customer's decision and eliminates buyer's remorse before the contract is signed.
Step 2 — Ask for the Close
"Are you ready to move forward to protect your home, [Name]? [Pause.] Great — I'll get the paperwork ready for you to sign."
Direct but empathetic. The pause is critical — resist the urge to fill it. Let them say yes.
Step 3 — Set Expectations
"Here's what happens next: We'll schedule the install for [date] at [time], and the work will take [duration]. You'll get a confirmation email with everything, including how to prepare — like keeping the area around your panel clear. Our team will handle everything, and I'll follow up after to make sure you're happy."
Specific expectations prevent confusion and show professionalism. The follow-up mention signals that your relationship doesn't end at the sale.
Step 4 — Log in ServiceTitan
"I'll log this job in ServiceTitan for our team, including the full [$X package] and your preference for [e.g., morning install]. This ensures a smooth handoff with no miscommunication."
Step 5 — Post-Install Follow-Up
"After the install, I'll call to confirm everything went well and get your feedback. We'd love a five-star review if you're happy — it helps us serve more families like yours."
The follow-up call generates reviews, referrals, and repeat business. It's the most valuable 3-minute call you'll make all week.

Post-Close Handoff Checklist

Complete every item after every close. This is what makes a 5-star experience consistent.

✓
Reviewed installation timeline with customer
e.g., "Tuesday at 8 AM — work takes 1 day"
✓
Explained preparation steps
e.g., "Keep the panel area clear, pets secured"
✓
Sent confirmation email with all details
Timeline, scope, contact info, next steps
✓
Logged job details in ServiceTitan
Full scope, cost breakdown, customer preferences, photos uploaded
✓
Notified installation team
Confirmed team availability, shared any special requests
✓
Scheduled post-install follow-up call
2 days after install — confirm satisfaction, request review
✓
Logged feedback in ServiceTitan
Any issues, customer comments, review status
Role-Play Scenario — Final Close

Closing & Handoff — David's $4,500 Package

Customer: David, 45. You've completed the full process (Modules 3–5). He's ready to sign and asks: "What happens after I sign?" Walk him through Script 5 completely.

Role-Play Checklist

✓
Summarize value — fire risk, warranty, five-star reviews
✓
Ask for the close directly: "Are you ready to move forward?" — then pause
✓
Answer "What happens after I sign?" with specific date, time, and prep steps
✓
Explain the ServiceTitan logging process — builds confidence in your professionalism
✓
Commit to a post-install follow-up call and ask for a review
✓
Complete the full Post-Close Handoff Checklist

Module 6 Quiz — Closing Champion

Pass at 80% to earn your Closing Champion 🤝 badge.

07

Generator Sales System

Size it on the spot. Close a $12,000–$18,000 job in the driveway — same day.

2 Hours5 LessonsBadge: Generator Pro 🔋
Identify Opportunity
Script 6
Sizing Conversation
Role-Play
Module Quiz

How to Identify Generator Opportunities

Every service call is a generator sales opportunity waiting to be found. Listen for these signals:

1

They Mention Power Outages

Any comment about losing power — "we lost power last storm," "our sump pump failed," "my mom is on oxygen" — is an opening. Ask: "How long were you without power?"

2

Medical Equipment in the Home

CPAP machines, oxygen concentrators, electric wheelchairs, refrigerated medications. These customers NEED a generator. Lead with: "What would happen to [equipment] if the power went out for 48 hours?"

3

Home Office or Remote Workers

Lost internet = lost income. Ask: "Do you work from home? How much would a day of downtime cost you?"

4

Sump Pump or Well Pump

These are critical loads. Any home with a sump pump in a flood-prone area is a near-guaranteed generator sale when you frame it correctly.

5

You're Already at the Panel

Every panel job is a generator conversation. While you're there: "Have you ever thought about whole-home backup power? Since we're already at your panel, this is the perfect time."

🔑 Key Takeaway

The generator conversation happens BEFORE you leave the job site — not in a follow-up call. Every extra day costs you 60% of that deal. Size it on the spot. Quote it on the spot. Close it on the spot.

Generator Revenue by the Numbers

$13–18K
Average whole-home generator job (material + labor)
60%
Of generator leads lost when customer "calls back" — close same day
$0
Extra cost to close — the sizing tool does it in 5 minutes

Script 6 — Generator Sales Conversation

Use this when you identify an opportunity during any service call.

Opening — When They Mention Power Issues
"[Name], you mentioned losing power during the last storm. How long were you without power? [Listen.] That's a long time. Can I ask — do you have a sump pump? Any medical equipment? Anyone in the home who depends on power for their health?"
Open-ended questions surface the real pain. Medical equipment and sump pumps create urgency that price can't overcome.
The Pivot — Connect to What You Found
"Since I'm already at your panel today, this is actually the perfect time to talk about whole-home backup power. It connects right here at the panel — no separate wiring, no mess. Let me show you something."

[Open the Sparkworks generator sizing tool on your phone. Walk through their loads together.]
Being at the panel gives you instant credibility and convenience — you're already halfway done.
The Quote — Present on the Spot
"Based on your home — the A/C, the sump pump, the appliances — you'd need a 22kW Generac. That's going to be approximately $14,500–$16,500 installed, which includes the unit, the transfer switch, the gas line connection, and our 5-year labor warranty. Generac also has a 10-year parts warranty."
The Close — Create Urgency
"These units are currently at a 6–8 week lead time from Generac. If we don't book it today, you're looking at winter without backup power. The next storm could be 4 weeks away. Do you want to move forward while I'm here?"
Lead time creates real urgency without fabricating anything. The next storm is always coming — this is just the truth.
Handling "That's More Than I Expected"
"I understand — it's a significant investment. Think of it this way: one basement flood from a failed sump pump could cost you $15,000–$40,000 in damage. This generator is essentially flood insurance that also keeps your lights on. We can also look at a managed load option — same generator but we prioritize your most critical circuits — that brings the price down to around $11,500. Does that work better?"

The Sizing Conversation — How to Walk Through It Live

Open the generator sizing tool on your phone. Do this WITH the customer — it's a sales conversation, not a calculation.

1

Start with A/C

"What size is your central air? 3-ton? 4-ton?" [Enter it.] "That's your biggest load — and the hardest one to start."

2

Walk Through Critical Loads

"Sump pump? Well pump? Any medical equipment? Refrigerator — you want that one." Let them check boxes with you — they're building their own case for buying.

3

Show the Result

"Based on everything, the tool recommends a 22kW Generac. That runs at about 72% capacity — which is perfect. You want 20-30% headroom so it doesn't work hard and lasts longer."

4

Show the Material List

"It also generates the full material list — the transfer switch, the gas line, the concrete pad, the conduit. Nothing is hidden in our quote."

5

Quote and Close

"So all-in you're looking at $14,500–$16,500. Want me to get you on the schedule today?"

⚡ Pro Tip: The Managed Load Upsell

If budget is a concern, offer the Generac managed load option. Same 22kW unit, but it automatically sheds non-critical loads during high demand. Saves $1,500–$3,000 vs. running everything and extends the unit's life by 30–40%. It's not a downgrade — it's actually smarter operation. Price it confidently.

Role-Play Scenario — Generator Close

Panel Job Turns Into a $15,500 Generator Sale

Customer: Karen, 62, on CPAP machine. You're replacing her 200A panel. During inspection she mentions: "We lost power for 3 days last January." She has a sump pump and a finished basement. Her husband is skeptical about the cost.

Role-Play Checklist

✓
Identify the CPAP as the emotional close — frame the generator as protecting her health
✓
Open the sizing tool and walk Karen through it WITH her — she's making decisions, not watching
✓
Address the husband's skepticism with the basement flood cost comparison ($15K–$40K damage)
✓
Use lead time urgency — 6–8 week wait, winter is coming
✓
Offer managed load option ($11,500) if full price meets resistance
✓
Close before leaving — do not let this go to a follow-up call

Module 7 Quiz — Generator Pro

Pass at 80% to earn your Generator Pro 🔋 badge.

08

Upsell Every Service Call

Add $300–$800 to every ticket using the "While I'm Here" system.

1.5 Hours4 LessonsBadge: Revenue Builder 💡
The System
What to Offer
Script 7
Module Quiz

The "While I'm Here" System

Every time you walk into a home, you should leave with at least one add-on. The labor is already covered — you're there. Every upsell is near-pure margin.

The Math That Should Motivate You

Without upsell
$250 ticket
Service call only
With upsell
$750 ticket
Service + surge + GFCI

Do that on 3 calls a day × 250 working days = $375,000 extra revenue per year per tech.

1

Inspect First — Always

Before you start work, do a quick walk-through. Look for: no surge protector, 2-prong outlets, missing GFCI, old smoke detectors, aluminum wiring. Take notes.

2

Lead With the Finding — Not the Product

Not: "Do you want a surge protector?" Instead: "I noticed your panel doesn't have surge protection. One good lightning strike can wipe out $8,000 in appliances and electronics. I can add a Siemens whole-home surge protector while I'm here — it's $500 and takes about 20 minutes."

3

Always Offer It Before You Leave

The "while I'm here" is most powerful at the END of the job, when you've already earned their trust and they've seen your work quality. "Before I head out, I want to mention a couple things I noticed..."

The Upsell Menu — What to Offer and How to Frame It

Whole-Home Surge Protector (Siemens FS140)$500
Offer on EVERY panel job. "Protects everything plugged into your home from power surges. One lightning strike can cost $8,000+ in appliance damage. This pays for itself on the first storm."
POTTS STANDARD — Include on every panel we touch. Zero-resistance close.
GFCI Outlet Upgrades$150–250 each
"Code requires GFCI in kitchens, bathrooms, garages, and outdoor areas. Yours aren't up to code. NFPA says 30% of electrical shocks happen at missing GFCI locations. I can add them while I'm here — it's 30 minutes of work."
Hardwired Smoke/CO Detectors$150–200 each
"I noticed your smoke detectors are battery-only and over 7 years old. The NFPA says 65% of home fire deaths involve missing or non-working detectors. Let me replace these with hardwired interconnected units — if one goes off, they all go off."
LED Can Light Retrofit$75–125 each
"Those recessed lights are using 65W bulbs. LED wafer replacements use 9W and last 25 years. On 12 cans that's $180/year in electricity savings. Installed while I'm here — $900 for all 12."
EV Charger Circuit Prep$400–600
"Do you have an electric car or plan to get one? A lot of people are. Running the 50A circuit for a Level 2 charger while I'm already at your panel saves you $300–$400 over doing it separately later."
Ceiling Fan Install$250–400
"I noticed you have a light fixture in the bedroom but no fan. Ceiling fans reduce AC usage by up to 40% in summer. Want me to put in a fan box and rough-in a circuit while I'm here — just needs a fan installed?"

Script 7 — The "While I'm Here" Upsell

Before You Leave — Always Do This
"[Name], before I pack up, I want to mention a couple things I noticed during the inspection. [List 1–2 findings.] The most important one is [specific issue]. [One-sentence consequence.] I can take care of that right now while everything's open — takes about [time]. It would be [$X]. Want me to go ahead?"
Framing it as "before I leave" creates a soft deadline and a convenience moment — they don't have to schedule another visit. That alone closes 50% of upsells.
The Surge Protector Upsell — Word for Word
"One more thing — I always check for whole-home surge protection, and I don't see one on your panel. We had some major storms last month and I've seen $6,000–$10,000 in appliance damage from power surges. The Siemens FS140 takes 20 minutes to install and it's $500 — that's your TV, refrigerator, computer, everything. Want me to add it?"
When They Say "Not Today"
"No problem at all. I'll note it in our system and we can schedule it separately — it'll just be a separate trip charge of $95. Or I can do it right now and you save that. Up to you."
Mentioning the trip charge isn't manipulation — it's the truth. And it often converts the "not today" into "might as well now."

Module 8 Quiz — Revenue Builder

Pass at 80% to earn your Revenue Builder 💡 badge.

09

Recall Panel Emergency Protocol

Federal Pacific, Zinsco, Pushmatic — these are immediate replace situations. Know how to present them.

Critical1 HourBadge: Safety Expert 🚨
The Recall Panels
Script 8
Insurance Angle
Module Quiz

🚨 The Four Recall Panels — Know These Cold

Federal Pacific Electric (FPE) / Stab-Lok
The most dangerous panel in residential electrical. Found in homes built 1950s–1980s. Stab-Lok breakers fail to trip during overloads — this causes fires. CPSC investigated, NFPA confirmed failure rates. No repair is acceptable — immediate replacement required. Found in millions of homes nationwide.
Zinsco / Sylvania / GTE-Sylvania
Breakers fuse to the bus bar at high temperatures — then can't be turned off. Also fail to trip properly. Common in homes built 1960s–1980s. Same verdict as FPE — replace immediately.
Pushmatic / Bulldog
Breakers require unusual force to reset, fail to trip reliably, and replacement parts are no longer manufactured. Not recalled but considered obsolete and hazardous.
Challenger
Less common. Some breaker types have documented failure issues. Recommend replacement when found and customer is already considering panel work.

🔑 Key Takeaway

When you find FPE or Zinsco, this is NOT a recommendation — it's a professional obligation. You are required to inform the customer of the hazard. Frame it as protecting their family, not selling a panel. The close rate on recall panels is near 100% when presented correctly.

Script 8 — Presenting a Recall Panel

This is the most important script in the system. Practice it until it feels natural, not alarming.

Step 1 — The Direct Opening (Calm, Not Alarming)
"[Name], I need to be direct with you about something I found. Your panel is a Federal Pacific Electric Stab-Lok — and I want to explain why that matters. These panels have been studied by the CPSC and the NFPA. The breakers fail to trip during electrical overloads — instead of shutting off, they can allow wiring to overheat and cause a fire. This isn't something I can fix or repair — the only safe solution is replacement."
Calm and factual. No drama, no panic. The facts are alarming enough — your job is to be the steady professional who knows how to solve it.
Step 2 — Educate With Evidence
"I want to show you something." [Open the material list tool or show a photo from your phone.] "This is what FPE looks like — you can see your panel matches this exactly. The red lettering, the Stab-Lok breakers. I photograph every panel I find like this and document it in my report."
Step 3 — Present the Solution
"The good news is this is straightforward to fix. A 200A panel replacement — same service size you have now — runs $3,500–$4,500 installed. That includes pulling the permit, getting the utility disconnect, and our 10-year warranty on the new panel. I'd also recommend adding a whole-home surge protector while we're in there — it's another $500 and protects everything you own."
Step 4 — Handle "I Need to Think About It"
"I completely understand — and I want to respect that decision. What I can't do is pretend this isn't urgent. Every day this panel is energized, it's a risk to your family. Your homeowner's insurance may not cover fire damage from a known recall panel if you were advised to replace it. Can we at least get you on the schedule this week?"
This is the only script where urgency is not manufactured — it's real. The insurance angle is factual and often the most motivating factor for the customer.

The Insurance Angle — Use It Every Time

Many homeowners don't know that insurance companies:

1

May Cancel Coverage

Some insurers will cancel or refuse to renew homeowner's policies on homes with FPE or Zinsco panels when identified during inspection or after a claim. This is worth millions in potential loss to the homeowner.

2

May Deny Fire Claims

If the insurance company can show the homeowner was aware of a known hazard and failed to address it, they may deny the claim. "I was told I had an FPE panel but hadn't replaced it yet" is a losing argument after a fire.

3

May Require Replacement for a Sale

Home inspectors flag recall panels. Most mortgage lenders and buyers require replacement before closing. If the homeowner ever sells, they'll need to replace it anyway — often under time pressure at a premium price.

The Insurance Line
"One more thing worth knowing — many insurance companies are now flagging Federal Pacific panels and either requiring replacement or excluding fire coverage from electrical causes. I'd recommend calling your insurer after we talk and asking them directly. In most cases, homeowners find out they either need to replace it or risk losing coverage."

Module 9 Quiz — Safety Expert

Pass at 80% to earn your Safety Expert 🚨 badge.

10

Reviews, Referrals & Repeat Business

The 3-minute call that generates more revenue than any single sale.

1 Hour4 LessonsBadge: Growth Driver ⭐
The Math
Scripts 9 & 10
Scenarios
Module Quiz

Why Reviews and Referrals Are Your Highest-ROI Activity

$0
Cost of asking for a review — just 3 minutes of your time
$400+
Average value of a referred customer (no marketing cost)
88%
Of customers who leave a review when asked within 24 hours of a great experience

⭐ The Compounding Effect

One 5-star review generates an average of 4 new customer impressions per month on Google. 100 reviews = 400 impressions/month = 15–20 new customers per year from reviews alone — at zero marketing cost. This is why asking for the review is the most important call you make after every job.

The 3 Golden Rules of Post-Job Follow-Up

1

Call Within 48 Hours

Not a text, not an email — a call. "Hi [Name], this is [Your name] from Potts Electric. I wanted to check in and make sure everything is working perfectly." That's it. That's the whole call if there's no issue.

2

Ask for the Review — Every Time

Don't hope they leave one. Ask directly. "If you're happy with the work, I'd really appreciate a Google review — it takes about 60 seconds and it means the world to our team." Then text them the link.

3

Ask for the Referral — Every Time

"Is there anyone else you know — neighbor, family member — who might benefit from having their electrical system looked at? We're always happy to take care of people who matter to our customers."

Script 9 — Post-Install Follow-Up Call (3 Minutes)

The Full Call Script
"Hi [Name], this is [Your name] from Potts Electric — I was the tech out last [day]. I just wanted to call and make sure everything is working well and you're happy with the work."

[Let them respond. If everything is good, continue:]

"Wonderful — that's great to hear. Hey, I have a small favor to ask. If you had a good experience, would you be willing to leave us a quick Google review? It takes about 60 seconds and it honestly makes a huge difference for a local company like ours. I'll text you the link right now."

[Pause — let them say yes or no.]

"Thank you so much. One more thing — if you know anyone who might need electrical work, we'd love to take care of them. We treat referrals like VIPs. Thanks again, [Name] — it was a pleasure working on your home."
Script 10 — Review Request Text (Send Immediately After the Call)
"Hi [Name], it's [Your name] from Potts Electric! Thank you again for trusting us with your home. Here's the Google review link if you get a chance — it only takes a minute and means a lot to our team: [LINK] Have a great day! 🔧⚡"
Sending the link immediately while they're still on a positive emotional high doubles the conversion rate vs. sending it 24+ hours later.

Real Scenarios — What to Say

💬 Customer Mentions a Problem During Follow-Up ▼
They Say: "Actually, the one outlet in the kitchen still isn't working."
"Oh, I'm really sorry to hear that. That's absolutely something we'll take care of at no charge — our work is fully warranted. Let me get you scheduled first thing tomorrow. Can I give you a morning window? And I apologize for the inconvenience — we'll make sure it's right."
Never argue, never explain, never make excuses. Own it, fix it, use it as an opportunity to turn a problem into a 5-star review by exceeding their recovery expectations.
💬 They're Happy But "Don't Do Reviews" ▼
"Absolutely, no pressure at all. I completely understand. Hey, if you ever do feel like sharing — even just telling a neighbor — that means just as much to us. Thanks again, [Name]."
Never push. The relationship is worth more than the review. Often they'll come back or refer someone even without leaving a review.
💬 They Volunteer a Referral ▼
They Say: "My neighbor was just asking about getting her panel looked at."
"Oh that's great — what's her name? If you want to give her my number, just tell her to mention your name and we'll take great care of her. And hey — we appreciate that more than you know. Take care, [Name]."

Module 10 Quiz — Growth Driver

Pass at 80% to earn your Growth Driver ⭐ badge.

11

Home Warranty & Insurance Calls

How to handle warranty work professionally and still maximize ticket value.

1 Hour4 LessonsBadge: Warranty Pro 📋
How It Works
Scripts 11 & 12
Tough Scenarios
Module Quiz

Understanding Home Warranty Calls

1

What Warranty Companies Cover (Usually)

Failures of existing systems due to normal wear and tear. A breaker that goes bad — usually covered. A panel that trips repeatedly — may be covered. Code upgrades, recalls, cosmetic items, pre-existing conditions — typically NOT covered.

2

Your Job Is Still to Inspect Fully

The warranty call covers their specific complaint. Your inspection of the WHOLE home is still your professional obligation. You'll often find things the warranty doesn't cover — and that's your opportunity to serve the customer beyond the warranty job.

3

You Can Offer Additional Work

Nothing in a warranty agreement prevents you from quoting and performing additional work at your standard rate. The warranty covers their claim — anything beyond that is a direct conversation between you and the homeowner.

4

Document Everything

Warranty companies audit claims. Take photos of everything — what you found, what you fixed, what you recommended. Good documentation protects you legally and professionally.

🔑 Key Takeaway

Warranty calls are your best foot-in-the-door opportunity. You're invited into a home where someone clearly cares enough to maintain it. Treat the warranty job perfectly — the real sale is what you find during your inspection.

Script 11 — "My Home Warranty Should Cover This"

Customer Says: "The home warranty should cover all of this — why are you charging me?"
"Great question — let me explain exactly what's happening. The warranty company authorized us to fix [specific covered item] at no charge to you — that's covered and we're doing it. What I also found during my inspection is [additional issue], which the warranty doesn't cover because [reason — code upgrade, pre-existing, etc.]. That's a separate conversation between you and me. You're not required to do anything beyond the warranty work — I just want to make sure you know what's there."
Clear, non-defensive, professional. You're giving them information and a choice — not pressuring them.

Script 12 — When Warranty Won't Cover What They Need

Warranty Denies the Claim
"[Name], I heard back from the warranty company and they're not going to cover this repair because [reason]. I know that's frustrating — I've seen this happen before. Here's what I can tell you: the issue does need to be fixed, and I can do it for you today at our standard rate. For [specific repair], that would be [$X]. Want me to go ahead and take care of it while I'm here?"
You're already there. The labor to bring another tech out starts at $95. Closing the additional work now saves them money and fills your ticket.

Tough Warranty Scenarios — What to Say

💬 "I'm not paying anything — the warranty covers everything." ▼
"I completely understand the expectation. The warranty company has authorized coverage for [covered item] — that's taken care of. The [additional item] falls outside what they'll pay for, and I'm not able to perform that work without authorization or payment. If you'd like, you can call the warranty company directly to dispute it, or I can take care of it at our rate of [$X] today. What would you prefer?"
💬 "Just fix what the warranty covers and leave." ▼
"Absolutely — no problem. Before I go, I do want to leave you with a quick note about what I found during my inspection. [List 1-2 items.] Nothing urgent today, but I want you to have the information. I'll put it in the report as well. Thanks, [Name] — call us anytime."
Leave professionally. Log the findings. Set a follow-up in 30 days. Seeds planted now convert 60 days later when the customer thinks about that GFCI that needs replacing.
💬 "My neighbor said you guys should do this for free." ▼
"I appreciate your neighbor thinking of us — that means a lot. Every home is different, and this particular situation [brief explanation]. I'm doing everything the warranty covers at no cost to you. The additional work falls outside that. I'm happy to answer any other questions about what's covered and what isn't."

Module 11 Quiz — Warranty Pro

Pass at 80% to earn your Warranty Pro 📋 badge.

12

Your 6-Month Mastery Roadmap

From day one to fully certified — what good looks like at every milestone.

ReferenceBadge: SparkSales Master 🏆
The Roadmap
KPI Targets
Self-Assessment

6-Month Training Milestones

1–2

Months 1–2: Foundation

Modules 1–3. Master your company's edge. Learn safety-first selling. Execute the full consultation process without notes. Goal: Script 1 and Script 2 memorized. First independent close by end of week 4.

3–4

Months 3–4: Confidence

Modules 4–6. No objection should catch you off guard. Money conversation delivered without hesitation. Post-install follow-up happening on every job. Goal: 40%+ close rate. First upsell this month.

5

Month 5: Specialization

Modules 7–9. Generator sales, upsell system, recall panel protocol fully operational. First generator closed this month. Upsell on at least 1 in 3 calls. Recall panel presented correctly on first find.

6

Month 6: Mastery

Modules 10–12. Reviews and referrals systematic. Warranty calls handled professionally. Full quiz passed. Certification earned. Average ticket above company target. New hire shadow this tech.

What Good Looks Like — Month by Month

Month Close Rate Avg Ticket Upsells/Week Reviews/Mo
Month 120–30%$3500–10–2
Month 230–40%$5001–22–4
Month 340–50%$7002–34–6
Month 450–60%$9003–46–8
Month 555–65%$1,1004–58–10
Month 660%+$1,500+5+10+

KPI Targets — Track These Every Week

Close RateTarget: 55%+
Track: Jobs closed ÷ consultations run. Anything below 40% means the money conversation or objection handling needs work. Review Module 4 or 5.
Average TicketTarget: $1,200+
Track: Total revenue ÷ jobs completed. Low average ticket usually means missing upsells — surge protector, GFCI, smoke detectors. Review Module 8.
Google Reviews Per MonthTarget: 8+
Track: New reviews posted with your name or your team's. If below 4/month, the post-install call isn't happening consistently. Review Module 10.
Referrals GeneratedTarget: 3+/month
Track: New customers who say "I was referred by [name]". This number is the best leading indicator of long-term company health.
Generator Jobs Closed Per MonthTarget: 1+
Every tech should be presenting generators on any call where the opportunity exists. One closed per month at $15K average = $180K in additional annual revenue per tech.

Monthly Self-Assessment

Rate yourself honestly. This is how you find where to focus.

✓
I can recite my company's edge from memory in 30 seconds
Module 1 — Try it right now without looking
✓
I always lead with NFPA safety data before presenting cost
Module 2 — If you're leading with price, your close rate will suffer
✓
I follow all 5 consultation steps on every visit — no shortcuts
Module 3 — Consistency is the difference between 30% and 60% close rate
✓
I use ACR on every objection — never argue or immediately discount
Module 4 — Discounting is a habit that kills your annual income
✓
I present cost with confidence — no hesitation, no apology
Module 5 — If your voice goes quiet when you say the price, practice it 10 more times
✓
I make a post-install follow-up call within 48 hours of every job
Module 6 — Log it in ServiceTitan. If it's not logged, it didn't happen.
✓
I open the generator sizing tool on at least 3 calls per week
Module 7 — The conversation costs nothing. One close pays for 3 months of this app.
✓
I offer at least one upsell on every single service call
Module 8 — "I didn't see anything to offer" almost never happens after full inspection
✓
I can identify all four recall panels on sight
Module 9 — FPE, Zinsco, Pushmatic, Challenger — no hesitation
✓
I ask for a review and a referral on every post-install call
Module 10 — Every time. Not when you feel like it. Every time.

📋 All 5 Scripts — Quick Reference

Every script used in the SparkSales System. Click any section to expand and copy.

Script 1 — On-Site Consultation Module 2 ▼
Step 1 — Build Trust

"Hi, I'm [Name] with [Company]. We're trusted by thousands with [X]+ five-star reviews, a [Y]-year warranty, and flat-rate pricing — no surprises."

Step 2 — Assess & Highlight Risk

"I'm noticing [specific issue]. NFPA data shows 80% of electrical fires are caused by outdated wiring like this — that puts your home at risk."

Step 3 — Present Solution

"I recommend a 200A panel upgrade for $3,500. It prevents fire risks and is a small investment vs. $50,000 in fire damage."

Step 4 — Reinforce Edge

"Backed by our [Y]-year warranty. Flat-rate means $3,500 covers everything — labor, materials, permits."

Step 5 — Check Understanding

"Does that make sense? What's your biggest concern about your electrical system?" [Listen fully before responding.]

Script 2 — Proposal Presentation Module 3 ▼
Recap → Solution → Breakdown → Concerns → Close

"[Name], as we discussed, [specific issue] poses a fire risk. Our [$X solution] prevents that.

Here's your proposal: $[total] — includes everything, no hidden fees, [Y]-year warranty.

What's your biggest concern? [Listen.] I understand — this prevents a $50,000 fire. Our [reviews]+ reviews show we deliver.

Are you ready to move forward? Great — we'll schedule within [timeline]."

Script 3 — Overcoming Objections (ACR) Module 4 ▼
"Too expensive"

A: "Cost is a big consideration." C: "What feels expensive?" R: "$50K fire risk + warranty + phase option"

"Need other quotes"

A: "You want to be thorough." C: "What are you comparing?" R: "Warranty + flat-rate + 2026 price increases"

"Need to think about it"

A: "Important decision." C: "What's holding you back?" R: "Daily risk + lock in price this week"

"Can you do it cheaper?"

A: "Best deal possible." C: "What's your budget?" R: "Phase the project — panel now, outlets later"

Script 4 — Money Conversation Module 5 ▼
Value → Cost → Edge → Concerns → Close

"[Name], your [issue] poses a fire hazard — 80% of fires come from this. Our [$X package] prevents that risk.

Total is $[X] — covers everything, flat-rate, no surprises. Backed by [Y]-year warranty. Small investment vs. $50K fire.

What are your thoughts on the cost? [Listen.] We can split into two payments or start with Phase 1. Does that work?

Are you ready to move forward? Great — install within [timeline]."

Script 5 — Post-Close Handoff Module 6 ▼
Summarize → Close → Expectations → Log → Follow Up

"[Name], I'm so glad we're moving forward! This [$X package] protects your family — backed by our [Y]-year warranty and [reviews]+ reviews.

Are you ready? [Pause.] Great.

We'll install [date] at [time] — takes [duration]. Keep the panel area clear. Confirmation email coming today.

I'll call after the install to make sure everything went well. We'd love a five-star review if you're happy!"

On-Site Consultation Checklist

Complete every item on every visit. Consistency is what earns 5-star reviews.

Before You Arrive
✓
Review customer notes from ServiceTitan (reason for call, address, prior history)
✓
Professional attire with Potts Electric ID and branded gear
✓
Camera/phone ready to photograph findings
During the Inspection
✓
Inspect main panel — age, brand, condition, capacity
Look for: overheating, discoloration, Federal Pacific, aluminum wiring
✓
Check all outlets — grounded? GFCI in wet areas? Two-prong?
✓
Check visible wiring — cloth-wrapped, knob-and-tube, aluminum?
✓
Check smoke/CO detectors — age, interconnected, placement
✓
Photograph all findings with clear, labeled photos
✓
Note customer's specific concerns and priorities
During the Pitch
✓
Opened with company edge (reviews, warranty, flat-rate pricing)
✓
Used NFPA data specific to findings (80% fire stat, 30% GFCI stat)
✓
Presented solutions as safety investments, not products
✓
Asked "What's your biggest concern?" and listened fully
✓
Addressed any objections using ACR method
After the Visit
✓
Logged all findings and photos in ServiceTitan within 24 hours
✓
Proposal delivered within 24–48 hours
✓
Follow-up reminder set in ServiceTitan

🧠 Full Knowledge Quiz — Certification Assessment

30 questions across all 12 modules. Score 80% or higher to pass and earn your SparkSales Certification.

⚡🏆
SparkSales System
Certified Sales Professional · Potts Electric / SparkWorks Academy
🏆
Trust Builder
Module 1 Complete
🛡️
Safety Advocate
Module 2 Complete
🤝
Closing Pro
Module 3 Complete
🎯
Objection Master
Module 4 Complete
💰
Money Talk Pro
Module 5 Complete
🏅
Closing Champion
Module 6 Complete

Certification Requirements

✓
Complete all 6 modules (2-day training)
✓
Pass the Full Knowledge Quiz at 80% or higher
✓
Complete 2 role-play assessments (scored by trainer)
✓
Complete 2 weeks of mentorship shadowing

What Happens Next

1

Weekly Huddles

Every week — 1 hour to practice scripts, share wins, and review ServiceTitan feedback with your team.

2

Mentorship Program

Shadow a senior rep for 2 weeks. Weekly check-ins logged in ServiceTitan.

3

Advanced Training

Certified reps are eligible for advanced training including the annual SparkWorks summit.