Phil Filaski | The Sales Process Behind a 19.6M Year

Tom Howard sits down with Phil Filaski, the residential HVAC sales leader behind a 19.6M sales year at Lee's Air, to break down what actually happens inside a high-performing home service sales process. Phil explains why elite sales cannot depend on one superstar, how Lee's pulled him out of the field to train the team, and why the real win is building multiple people who can consistently produce.The conversation gets tactical: going back to the basics, creating space for homeowners to process bad news, avoiding rushed objection handling, handling one-decision-maker calls without being awkward, presenting price without getting defensive, and turning a personal system into company-wide training. For contractors, operators, and sales leaders, this is a practical look at how mindset, process, coaching, and discipline can change the numbers without relying on gimmicks.Connect with Tom Howard Linktree: https://linktr.ee/howarddeals Website: https://howarddeals.com/ YouTube: https://www.youtube.com/@howarddeals Instagram: https://www.instagram.com/realtomhoward TikTok: https://www.tiktok.com/@realtomhoward X: https://x.com/dealshoward