The TECHtrepreneur · Territory manager initiative
Start with just
10 contractors.
Planting seeds for a larger sales harvest.
For less than the cost of a basic business lunch, you can introduce a promising smaller contractor to a new way of thinking—without adding another program, another meeting, or another sales pitch.
No pressure. No immediate expectations. A thoughtful gift that can start a bigger conversation.
A simple business development idea for HVAC territory managers.
One book. A personal note. A conversation about a better future.
A growth opportunity hiding in plain sight
Who could become your next great account?
Many territory managers earn most of their commission from larger, business-savvy contractors. Meanwhile, smaller accounts receive limited personal attention because the immediate payoff may be harder to see.
But those accounts can include great technicians with the character, ambition, and potential to become great owners.
An illustrative 80/20 scenario
50 assigned accounts
Imagine that your top ten contractors generate 80% of your commission. Those accounts represent just 20% of your customer list.
Look at the other 80%
40 potential growth stories
Your other forty accounts may include talented technicians who could benefit from encouragement and a stronger understanding of business ownership.
Start a conversation
1 thoughtful gift
A copy of The TECHtrepreneur can help a contractor see new possibilities—and give you a useful starting point for a deeper relationship.
Consider the possibility
What if one unexpected gift helped a $25,000 account begin a journey toward becoming a $250,000 account?
That is a possibility to work toward, not a promised result. The first step is helping a capable technician begin thinking like a business owner.
An affordable place to begin
Make the first step easy to take.
Smaller contractors may struggle to attend business training because time away means time their truck isn’t earning revenue in a customer’s driveway.
This initiative starts with an inspirational story they can read on their own schedule. It invites a new way of thinking without requiring a complicated rollout.
Explore the book →Plant the seeds.
A contractor may not be ready for coaching, peer groups, or formal training, but a relatable story can help them see their business and themselves differently.
Create future sales growth.
The goal is to help a great technician begin thinking like a great business owner, creating the possibility of a larger, more profitable account over time.
The book is an invitation to a better future.
A simple four-step process
Choose ten. Make it personal. Follow up.
Start by purchasing ten books for smaller contractors who have ability, character, ambition, and a desire to be better tomorrow than they are today.
Read the book yourself while thinking about your most promising accounts. Then take these four steps:
1
Choose 10 contractors.
Identify smaller accounts with clear potential—not necessarily your biggest buyers, but the contractors who appear hungry to improve.
2
Personalize the book.
Write a brief note inside the cover. Mention one strength you see in the contractor and why the book made you think of them.
3
Deliver it personally.
Hand them the book during a quick stop. Keep the moment genuine, relaxed, and free of any product pitch.
4
Ask one question later.
Several days later, ask, “What part of the book has resonated with you most?” Then listen and be prepared to offer assistance.
If even one contractor embraces the ideas, grows their business, and becomes a long-term customer, the value of that small investment could extend through years of additional business.
What you can say
Let the gift feel personal.
Your tone matters. Offer recognition and encouragement, with no commitment, meeting, or order attached.
Keep the note personal.
Step 2 · Inside the cover
- Personal: Handwrite the note using their name.
- Specific: Mention strengths you’ve observed.
- Encouraging: Affirm their growth potential.
- Supportive: Express excitement about supporting them.
[Contractor’s Name],
You’re a talented technician who takes great care of your customers and I believe you have the potential to build something much bigger.
This book made me think of you. I hope it encourages you, challenges you, and helps you see what your business could become.
I’m excited to support you on this journey.
[TM’s Name]
[Mobile Number]
Keep the handoff simple.
Step 3 · When you deliver the book
- Personal: Mention why you selected them.
- Brief: Keep the conversation relaxed and short.
- Pressure-free: Give without asking for a commitment.
- Future-focused: Affirm the owner they could become.
I recently read this book about the journey from technician to business owner and it made me think of you.
You’re a really good technician and I believe you have the potential to build a special business.
This copy is yours and there are no strings attached.
I simply wanted to give this gift to you.
Start planting seeds today
Ten contractors.
Ten personal invitations to grow.
Select ten promising smaller accounts, personalize ten copies, and begin the conversations that could help shape their future—and yours.