Sales Coach

Water heater · Rick Hammond

Rental tank failed, tenant waiting

Owns several rental houses and met you at one of them. Businesslike, short on time, and knows roughly what things cost.

What you know walking in

Service call at a rental house. The tenant reported no hot water this morning and water coming out under the water heater closet door. 40-gallon gas tank in an exterior closet. The owner will meet you at the property. Not a member.

  • 40-gallon atmospheric gas water heater, 13 yrs
  • Thermal expansion tank, 13 yrs
  • Pressure regulator on the main line

What you found

  • The tank is leaking from the bottom seam and the base is rusted. Once a tank leaks, it cannot be repaired.
  • The expansion tank is full of water. Its air side has failed, so it no longer takes up the extra pressure when the water heats. The house has a pressure regulator, so a working expansion tank is required.
  • The vent, the combustion air through the louvered door, and the gas supply are in good shape and can be reused.

Your price book for this job

40-gallon standard gas, 6-year warranty Fits this home

New 40-gallon gas water heater · New thermal expansion tank · Two seismic straps · New gas connector and water connectors · Permit and haul-away · Installed today

$1,890

or $49/mo

40-gallon gas, 10-year warranty

Everything in the standard option · Longer 10-year tank and parts warranty · New cold-water shutoff valve · Installed today

$2,490

or $65/mo

The honest fit is marked. Recommend what the home needs, and only that.

Your goal

Get the tenants hot water today at a fair, itemized price, and answer the handyman comparison by showing what the price includes, not by criticizing the handyman.

Difficulty: Real world

Plan you can offer

  • Summit Care Club$19.95 a month

Speak naturally. Rick hears you, reacts to how you say things, and remembers. Headphones make it feel real.