Performance-Based Compensation

Tuesday October 1 - Wednesday, October 2

Virtual Event


1:00 PM – 4:00 PM EASTERN (10:00 AM – 1:00 PM PACIFIC)

Performance-Based Compensation

Imagine a workplace where every team member is driven not just by the hours on the clock, but by the quality and efficiency of their work. No need to just imagine it – it could be your company. This is the essence of performance-based compensation – a proven system designed to align employee rewards with their contributions to your business’s success.

Join us for this two-day virtual workshop, where Contractor University and James Leichter, a contractor & acclaimed consultant, will explore the various facets of performance-based compensation (PBC), from service technicians to installation crews, and from office personnel to sales teams. We understand that shifting to a PBC model is a significant change, but its potential to benefit both you and your employees is immense. It’s a system where everyone wins. Businesses enjoy more predictable labor costs and enhanced efficiency, while employees get the chance to be in control of their earnings and growth because they’re rewarded not just for their presence, but for their productivity.

This session will give you the knowledge and tools to successfully transform how you reward and motivate your team, and it will provide a proven framework to implement a PBC system in your organization. We’ll discuss practical strategies, share industry insights, and explore the legal aspects to ensure your transition to PBC is smooth and effective.

In this workshop, we’ll cover this tentative agenda:

Day 1

1. Setting Up Technicians to Succeed

  • Creating the Ultimate Truck Stock List
  • Essential Tools that will Boost Sales and Reduce Callbacks
  • Equipping Your Team with the Correct Inventory for One-Stop Service

2. The Fundamentals of Performance Based Compensation

  • Creating Compensation Plans for Technicians
  • How to Create Incentives for Installers and Crews
  • Company-Wide Profit-Sharing Plans That Motivate
  • Compensation Plans that Compliment Flat Rate Pricing Systems
  • The Fair Labor Standards Act and Important Legal Concerns and Considerations
  • Incentivizing Excellence Among Your Entire Staff
  • Creating a Sense of Teamwork and Healthy Competition

3. Salesperson Commission Plans

  • How to Properly Compensate Salespeople
  • Keeping Them Motivated

Day 2

4. Supercharge Technician Sales – A Diagnostic Approach

  • A Revolutionary Approach to Diagnosing and Repairing Equipment
  • How it Will Increase Sales and Customer Satisfaction
  • Why Technicians Absolutely Love This Groundbreaking Approach
  • How it Improves Efficiency and Technician Morale

5. How to Onboard Employees to the New System

  • Gaining Acceptance of the System
  • Training and Motivating Employees
  • Adjusting the System for Your Company’s Unique Culture

6. Streamlining Field Operations for Maximum Productivity

  • What Works – Current Trends and Techniques
  • Unique Methods and Processes for Efficient Parts Acquisition
  • How to Keep Technicians out of Supply Houses
  • Scheduling and Dispatching Techniques That Increase Billable Hours

Please Note: The schedule is an approximation. The actual timing may vary. There will be plenty of time for questions.


Speaker Leichter
James R. Leichter
President & CEO, Aptora Corporation, Mr. HVAC LLC, RA Tax and Accounting Inc.
James is a successful entrepreneur and master mechanic whose accomplishments include being the founder of, the CEO and founder of Aptora, the President of RA Tax and Accounting and a partner with ProAmerican Investments.

James' company is a website dedicated to improving the lives of contractors. It includes industry articles, specialized HVAC calculators, forms, templates and one of the most extensive operations manuals in the country. As the founder of Aptora corporation, he has created some of the most popular software programs in the service industry including Flat Rate Plus and Total Office Manager.

James is well known for his burning passion to help contractors and it shows in his unique speaking style. He has hosted management workshops all around the United States and has conducted onsite consulting since 1996 with hundreds of contractors.

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