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Gain sales by thinking outside the box.

Publication: Contractor
Publication Date: 01-SEP-03 		Format: Online - approximately 947 words
Delivery: Immediate Online Access

Article Excerpt
SO THERE WE WERE--the landlord and me, staring at his once-beautiful steam boiler that had been replaced in 1976 and Warren-Webster air eliminators that dated to the home's construction date of 1910. The crack across the bottom of the cast-iron sections was large enough to fit your fingers into, so repairs were out of the question and he already knew this from the hordes of contractors who had visited before my turn at bat. It was mid-September; he was clearly anxious to make a decision and weary of meeting with contractors.

Needing something to separate me from the crowd, I began asking him questions near and clear to all landlords.

"High heating bills, eh?"

"Good grief!" he exclaimed.

"Tough to balance the heating between apartments?"

"I come by here in the winter because the first-floor tenant is complaining about being cold...

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