How Air1 Services Transformed Their Team with In-Person Sales Coaching at Service MVP

How Air1 Services Transformed Their Team with In-Person Sales Coaching at Service MVP
By Joe Crisara, America’s Service Sales Coach

When Rocky Lozano and his son Andrew Lozano of Air1 Services in Colton, California, joined our Service MVP Call-by-Call Sales Management Training, they weren’t just attending a class they were pressing the reset button on their entire company.

After 17 years in business, this family-run company (yes, complete with four sons, a dedicated wife, and even a loyal office dog) committed to a 4-day, in-person sales training with one purpose: to master Call-by-Call Management and create a customer experience that wins every time.

And the results? Immediate. Measurable. Game-changing.

Watch the full podcast episode here: How Air1 Services Transformed Their Team with In-Person Sales Coaching at Service MVP

 
From Dispatcher Chaos to Call Flow Control

Before working with us, Rocky admitted that their system was basically “send a tech and hope for the best.” That lack of structure left both their technicians and customers guessing.

The Call-by-Call Sales Management framework fixed that instantly.

I coached their team to:

-Control call flow – A new call wasn’t assigned until the previous one had been fully reviewed.

-Embed coaching at every stage – We inserted coaching moments before, during, and after every call.

-Hold daily performance huddles – These structured 15-30 minute meetings reinforced lessons, celebrated wins, and built accountability.

-Personalize observation reports – Every customer’s situation was translated into meaningful, relevant solutions.

This wasn’t just a training. It was a sales coaching certification in action, reshaping the culture of Air1 from the inside out.

 
The Results: $1,400 Average Ticket on Maintenance Calls

Most companies would love to hit a $1,400 average ticket on demand calls. Air1 did it on maintenance calls only—no turnovers, no leads just by following our Call-by-Call structure.

For context, the industry average for maintenance calls is around $250–$450.

How did they do it? Through a system of:

-Pre-call coaching – Preparing techs with the right mindset and strategy.

-Mid-call check-ins – Keeping the techs focused and on track.

-Post-call reviews – Debriefing and improving after each visit.

-Perfecting observation sheets – Aligning recommendations with the customer’s emotional triggers.

-Solution-driven presentations – Creating options that feel personal and caring.

That’s what sets Service MVP apart as one of the top sales training programs in the country.

 
Why Daily Huddles Are a Game-Changer

Andrew Lozano stepped into his new role as Air1’s Sales Performance Coach with enthusiasm. He immediately saw how powerful our daily sales huddles were.

Each huddle focused on:

-Reviewing wins from the day before.

-Learning lessons from real calls.

-Assigning daily sales themes (like building urgency or focusing on comfort).

-Ensuring every technician connected with the performance coach before the next call.

This approach turned a reactive company into a proactive, performance-driven team and that is what separates average companies from elite ones.

 
Customized Solutions = Customers Who Say “Yes”

One of the biggest breakthroughs was teaching Air1’s techs how to customize their solutions to each customer’s story.

Instead of generic “sales talk,” they learned to create observation summaries that spoke directly to the customer’s concerns—whether it was a child’s allergies or a safety issue.

As Andrew put it:

“If it’s not relevant, they think we’re just trying to sell stuff. When we connect it to what matters to them, they see that we actually care.”

This is one of the core principles I teach at Service MVP: Selling is not about talking people into something; it’s about helping them see the value in solutions that truly improve their lives.

 
ROI in Just 7 Calls

The investment for Air1’s private 4-day training was $7,500. Rocky and Andrew told me that they recouped that investment in just seven calls.

With 25 maintenance calls averaging $1,400 each, the company generated over $35,000 in one week.

Rocky summed it up perfectly:

“We’ve grown 100% since last month—and this training will push us even further. This is not just sales training. This is a new way of running our company.”
 
Total Immersion = Total Transformation

Unlike typical sales seminars or online courses, our approach is hands-on, live, and fully immersive.

Every call during training was real.

Every observation was reviewed in real time.

Every win was celebrated—and every mistake corrected immediately.

By Day Four, Andrew was leading calls, coaching techs, and delivering solutions without hesitation a true testament to the effectiveness of Service MVP’s sales and leadership coaching.

 
Leadership, Accountability & Culture Shift

This training wasn’t just about boosting tickets. It was about building leaders.

Rocky and Andrew transformed from “managers” into performance coaches who now run a company built on structure, consistency, and support.

As Rocky admitted:

“We used to give them paper and say, ‘Do your best.’ Now, everyone is accountable, and everyone is supported.”

 
Final Thoughts

When I wrapped up the training with Air1, I told them:

“Today is Day One of your business.”

And I meant it.

With a proven process, a unified team, and a culture focused on customer care and performance, Air1 is not just growing revenue it’s building a legacy of professionalism.

 
Want these results for your own company?

Try the MVP Club Free for 2 Weeks

To your transformation,

Joe Crisara

America’s Service Sales Coach

Founder, Service MVP