For Home Services

VIVID Selling for Home Services

Close More In-Home Appointments, Make Inaction Feel Costlier Than Action, Turn Every Kitchen Table Into a Diagnostic Conversation

The VIVID Selling framework applied specifically to home services — solar, roofing, HVAC, windows, pest control, remodeling, and every other trade that sells through in-home appointments. Master the In-Home Diagnostic: the art of making the cost of NOT acting feel disproportionately devastating compared to the cost of your solution — so what you charge feels like a no-brainer without you ever saying those words. Work the kitchen table dynamics, the seating position, the multi-decision-maker conversation, and the third-party stories that make homeowners feel the consequences of delay. Because in home services, the product goes ON their home for 25 years — and the decision is as much about identity as it is about utility bills.

Your Instructor

Ian Ross

Ian Ross is the creator of the VIVID Selling Operating System, a 166,000-word methodology book used by sales professionals across real estate, insurance, software, high ticket coaching, and B2B services. This course applies the framework specifically to home services sales — solar, roofing, HVAC, windows, pest control, and remodeling — all through the diagnostic approach that turns in-home appointments from pressure presentations into conversations homeowners actually want to have.

What You'll Learn

✓Make the cost of inaction feel disproportionately devastating compared to your price — using the Monthly Bleed Calculation, third-party homeowner stories, and timeline extension so what you charge feels like a no-brainer without ever saying those words
✓Master kitchen table dynamics: seating position with multiple decision-makers across from you, reading the room in someone's home where you're the guest, and navigating couples who disagree about the project
✓Run in-home appointments using the VIVID five-movement architecture adapted for high-ticket home services ($5K-$50K+) — from the greeting at the front door through the proposal at the kitchen table
✓Dissolve the top 12 home services objections — including 'I need to get three quotes,' 'Let me talk to my spouse,' 'I want to think about it,' and 'That's more than I expected' — by making the cost of delay vivid, not by adding pressure
✓Use third-party stories of homeowners who waited too long — roof leaks that became structural damage, HVAC failures in August, termite damage discovered at selling time — as ethical urgency that's factual, not manufactured
✓Build a self-observation practice that celebrates activity over results — talking into your phone between appointments to debrief, catching commission breath before it contaminates the next kitchen table, and maintaining energy across a full day of in-home appointments

Course Modules

Module 1: The Home Services Advisor

Install the Revealing Paradigm for in-home selling — the identity shift from 'home services salesperson' to 'home advisor.' Commission breath that manifests as spec-dumping and one-call-close pressure in someone's living room. Why the in-home dynamic inverts the power structure (you're the guest) and why that inversion is your biggest advantage when you sell diagnostically. The honest reality: the product goes ON their home for 25 years, which makes the sale as much about identity as utility.

4 lessons

1

Module 2: Getting Into the Home

Channel-specific strategies for earning in-home appointments — door-to-door canvassing, inbound lead response, referral and neighbor conversations, and service/maintenance upsell. Each channel creates a different homeowner psychology before you ever ring the bell. The doorstep diagnostic that earns the appointment through curiosity rather than pitch.

4 lessons

2

Module 3: The In-Home Diagnostic

THE central module. Master the art of making the cost of NOT acting feel disproportionately devastating compared to what you charge — so your price feels like a no-brainer without you ever saying those words. The Monthly Bleed Calculation, third-party homeowner stories, timeline extension, and the diagnostic that connects their current situation to the consequences they haven't calculated yet.

4 lessons

3

Module 4: The Five Movements at the Kitchen Table

The Five Movements (Vision, Identify, Validate, Impact, Decision) adapted for in-home appointments. Vision = what their home and life looks like with the improvement. Identify = the real concern beneath the stated one. Validate = reflecting their experience as homeowners so accurately they feel understood. Impact = the Monthly Bleed Calculation and third-party stories that make inaction devastating. Decision = the natural next step when the math is undeniable.

4 lessons

4

Module 5: Guided Persuasion in the Home

GP modes deployed in the in-home environment — where you can point at their actual roof, walk them through their actual utility bill, and reference their actual neighborhood. Making value visible when the product is on their house, the evidence is in their gutter, and the comparison is their neighbor who already did it.

4 lessons

5

Module 6: When They Want to 'Think About It' — Dissolving Home Services Objections

The 5 objection categories applied to in-home appointments. 'I need to get three quotes.' 'Let me talk to my spouse.' 'That's more than I expected.' 'I want to think about it.' 'I'm not ready to do this right now.' Each dissolved through the cost of inaction — not through additional pressure in someone's living room.

4 lessons

6

Module 7: Watching Yourself Sell in the Home

The Observer layer for home services: celebrating activity over results (from Layer 7 of the book), the drive-between-appointments debrief, physical energy management across a full day of in-home appointments, the 90-day installation drill for home services reps, and the annotated in-home appointment.

5 lessons

7

Investment

$297$97/yr renewal
One-time payment · 1 year full access
✓7 complete modules
✓29 video lessons
✓Practice labs and exercises
✓Certification upon completion

365-Day Guarantee

Not the right fit? Get a full refund any time in the first year — no questions asked.

Student Testimonials

“Module 3 changed how I present the savings calculation. I stopped opening with 'Here's how much you'll save' and started with 'Walk me through what your electric bill looks like in August — and what that number means for your family.' The homeowner does the math on their own frustration. My close rate went from 22% to 36%.”

Ryan Torres

Solar Sales Consultant, 14 Installs/Month, Phoenix

“The Three-Quote Buyer dissolution from Module 6 was a game-changer. Instead of fighting the three-quote process, I learned to validate the identity ('You're thorough — that's the right way') and then separate the criterion from the root cause. Half my three-quote objections dissolve on the first visit now.”

Melissa Grant

Roofing Sales Rep, Southeast Territory

“Module 7's debrief-while-driving practice saved my energy. I used to get to my 3rd appointment drained from the first two. Now I talk through what happened on the drive between appointments and arrive fresh. My 3 PM close rate caught up to my 9 AM close rate for the first time.”

Derek Washington

HVAC Comfort Advisor, Denver