Chris and Travis talk about why the generator industry is still young, why consumer education matters, and why dealers have a major opportunity to become the voice of the industry. Travis explains that generator dealers are expected to perform at their absolute best when conditions are at their absolute worst, and why that creates both pressure and opportunity for the companies willing to build real process.

This episode also covers payment options, why dealers should not sell out of their own pocket, how to build a consistent sales playbook, and why every customer should be presented options based on their needs, not the salesperson’s assumptions.

If you’re a generator dealer trying to scale, build a real process, present better options, and think differently about the future of this industry, this episode is for you.

Stop blaming the leads and start building the playbook.

Brought to you by: TSSGCoaching.com

TSSG Booklet Set
https://tssgcoaching.com

Netgain SEO
https://netgainseo.com

Precast Pads
https://precastpads.com

Description:

In this episode of Stop Blaming the Leads, Chris sits down with Michael Murphy from Premier Generators of Texas to talk about what it takes to build a business around trust, service, and doing things the right way.

Michael shares how he got into the generator industry after the major Texas storm in 2021, and how that experience helped shape the way he looks at backup power, customer service, and the responsibility that comes with selling a high-end product.

Chris and Michael talk about why customer experience matters so much in this industry, especially when homeowners are making a major investment to protect their family and their home. Michael breaks down how Premier Generators of Texas approaches communication, professionalism, expectations, and service in a way that helps create trust before, during, and after the sale.

If you’re a generator dealer trying to grow a stronger business, deliver a better customer experience, and lead at a higher level, this episode is for you.

Stop blaming the leads and start building a business that customers trust.

TSSG Booklet Set
https://tssgcoaching.com

Netgain SEO
https://netgainseo.com

Precast Pads
https://precastpads.com

In this episode of Stop Blaming the Leads, Chris Stilwell breaks down one of the biggest reasons generator dealers are losing deals at the kitchen table: the way they talk about money.

Too many dealers present one big number, watch the customer hesitate, and then start discounting to fill the silence. That is where the deal gets away from them.

This episode covers why financing needs to be part of every presentation, why customers rarely ask for it on their own, how to frame monthly payments, how to present the four payment plans, and why the order matters when presenting total price, down payment, and monthly payment.

Chris also walks through the down payment philosophy, how to stop negotiating against yourself, how to handle money objections, and why a clean monthly payment can turn a stalled deal into a decision.

If you are a generator dealer still leading with the total price and hoping the customer can figure out how to pay for it, this episode is for you.

Stop blaming the leads and start selling the payment.

TSSG Field Tested Live Chicago – August 5th
https://tssgcoaching.com

TSSG Booklet Set
https://tssgcoaching.com

Description:

In this episode of Stop Blaming the Leads, Chris sits down with Cody Stephens from Nomic Power in Austin, Texas, to talk about what it really takes to build a strong reputation in the generator industry.

Cody came into the generator space after building and exiting a successful business in the supplement industry. When he had a poor experience trying to buy a generator for his own home, he saw an opportunity to build something different. Today, Nomic Power has become one of the high-end, sought-after generator dealers in Austin by focusing on professionalism, communication, process, customer experience, and trust.

Chris and Cody talk about how reputation impacts every part of the business, from selling at a higher level, to hiring salespeople, to creating a better customer experience, to earning reviews and referrals. Cody also shares why handwritten thank you cards, strong online reviews, training, networking, and showing up professionally all matter more than most dealers realize.

If you’re a generator dealer trying to grow then this episode is for you.

Stop blaming the leads and start building a reputation that sells before you ever walk through the door.

TSSG Field Tested Live – https://tssgcoaching.com

Netgain SEO – https://netgainseo.com

Precast Pads – https://precastpads.com

Description:

In this episode of Stop Blaming the Leads, Chris sits down with Jesse Rack to talk about what it really looks like to build more than just a generator business.

Jesse is speaking at TSSG Field Tested Live in Chicago, and this conversation dives into how he is growing through generators, air conditioning, propane, customer relationships, and helping smaller dealers in his area improve their businesses.

Chris and Jesse talk about why the strongest dealers are not just chasing the next lead. They are building brands around the customers they already have. That means cross-selling the right way, creating more value from existing relationships, building trust across multiple services, and thinking bigger than one transaction.

This episode also covers how dealers can diversify without losing focus, why customer base matters more than most companies realize, and what smaller dealers need to do if they want to grow with better process, structure, and consistency.

If you’re a generator dealer trying to build a stronger, more profitable business, this episode is for you.

Stop blaming the leads and start building a business that creates more revenue from the customers who already trust you.

TSSG Field Tested Live – https://tssgcoaching.com

Description:

In this episode of Stop Blaming the Leads, Chris breaks down one of the most overlooked opportunities in the generator business: what you do after the customer signs. Most dealers treat the close like the finish line. The best know it's the starting line.

When leads slow down, too many dealers chase cold, expensive marketing while the real money is sitting inside the customers they already closed. Every new customer isn't one sale, it's three to five, if you have the process to multiply them.

Chris walks through how to turn one install into a referral engine: starting every relationship with a hand-written card and a gift, asking for reviews and referrals the right way, and building a real referral program with cash payouts and rules instead of one you just talk about. He also covers marking the territory with yard signs to trigger the Jones effect, and walking the neighborhood to introduce yourself without selling.

It all comes back to the gumball theory: keep putting quarters in until the color you want drops. Referrals build a great business. Marketing alone will bleed you dry.

Stop blaming the leads and start multiplying the customers you already have.

Netgain SEO – https://netgainseo.com

Precast Pads – https://precastpads.com

TSSG Field Tested Live – https://tssgcoaching.com

Description:

In this episode of Stop Blaming the Leads, Chris breaks down one of the biggest revenue opportunities most generator dealers are overlooking: their service department.

When install leads slow down, too many dealers sit around waiting for the phone to ring. But the best operators know there is already revenue sitting inside the business. Existing customers, maintenance plans, monitoring, batteries, repairs, upgrades, and declined estimates are all opportunities if the right process is in place.

Chris walks through how dealers can stop treating service like a transaction and start building it into a real revenue engine. This episode covers why your customer list is a gold mine, why monthly service plans create better stability, how to sell trust and peace of mind instead of oil changes, and why monitoring should be part of every dealer’s service strategy.

If lead flow is slower right now, this episode is for you. Stop waiting for more leads and start working the revenue you already have.

Stop blaming the leads and start building revenue through service.

Netgain SEO – https://netgainseo.com

Precast Pads – https://precastpads.com

TSSG Field Tested Live – https://tssgcoaching.com

Description:

In this episode of Stop Blaming the Leads, Chris breaks down one of the biggest missed opportunities in generator sales: payment options.

Too many dealers are still presenting one big number, watching the customer hesitate, and then blaming price, the lead, or the market. The reality is that most customers don’t need a cheaper option. They need a clearer way to make the decision.

Chris shares his personal experience with payments, where they helped him win more deals, where he struggled with them early on, and how dealers should be using payment options throughout the entire sales process.

This episode covers how to introduce payments before the appointment, how to present them during the in-home consultation, and how to use them after the appointment when the customer doesn’t say yes right away.

If you’re selling generators and not making payment options a consistent part of your process, this episode is for you.

Stop blaming the leads and start helping customers find a way to say yes.

Average close rates are dropping across the generator industry, and most dealers are blaming the leads. In this episode of Stop Blaming the Leads, Chris Stilwell breaks down the real reason your sales team isn't closing in the home, and it has nothing to do with the customer.

After winning the Generac Compass Award and building TSSG into a coaching company that works with 150+ residential generator dealers nationwide, Chris has seen the same five mistakes kill deals over and over again. This episode lays them all out and shows you exactly how to fix them.

You'll learn why "every appointment is different" is a lie your team tells itself, the non-negotiable tools every rep should walk in with, and how to take control of the in-home consultation in the first five minutes. Chris breaks down the questions that replace info-dumping and actually close deals, why verbal-only presentations are costing you money, and the payment conversation you're avoiding, along with what it's costing you every month you keep avoiding it.

Stop blaming the leads. Fix what's happening in the home.

Connect with TSSG: 🌐 tssgcoaching.com 📩 Work with us on sales process, service systems, and revenue growth for your generator dealership.

This episode is sponsored by TSSG, the industry's leading coaching company helping residential generator dealers build proven sales processes, service systems, and the operational structure needed to close more deals and drive more revenue. Learn more at tssgcoaching.com.

This episode is also sponsored by NetGain, the SEO and digital marketing partner trusted by home service businesses to generate real, qualified leads through search rankings that actually convert. Learn more at netgainseo.com.

Precast Pads – https://www.precastpads.com
Industry-leading generator pad solutions built for durability, speed, and a clean professional install

Description:
PowerPlay leads are some of the highest-intent opportunities in the Generac network, yet most dealers struggle to convert them.

In this episode, I break down why these leads are so valuable, where the process is breaking down across the industry, and what needs to change in how they’re handled from first contact through appointment setting.

If you’re getting these leads and not seeing results, this episode will show you why.

If your team says the leads are “bad,” your close rate is inconsistent, or your pipeline feels unpredictable, this episode is for you. We break down why sales problems usually start with process, not marketing — and how a clear, repeatable system changes everything.

We cover the importance of defined sales stages, proper lead handling from the first call, speed to contact, qualification, follow-up, and accountability. When you build the right process, average reps improve and great reps become unstoppable.

Stop blaming the leads. Fix the system.

Jesse shares the story behind Rack Electric’s growth, the lessons learned along the way, and the principles that have helped them create a company built for the long haul—not just quick wins. We dive into the realities of scaling a service business, building the right team, maintaining quality as you grow, and navigating the changing landscape of the generator industry.

Whether you're an electrical contractor, generator dealer, or business owner trying to build something that lasts, this conversation is packed with practical insights from someone who’s been in the trenches.

In this episode, we cover:

• Jesse’s journey growing Rack Electric

• What separates businesses that last from those that burn out

• Hiring, leadership, and building the right culture

• Lessons learned from years in the electrical and generator industry

• Advice for contractors looking to scale their business

If you're serious about building a generator or electrical business that lasts, this episode is for you.