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people who's water heater is more than 5 years old. Is you water heater five years old or more?" (They only worked in neighborhoods where it was very likely that the water heaters were old). This is a question almost everyone would answer "yes" to. "Good. Since your heater is that old, we are offering
a free upgraded heater that will save you about $10.00 per month on your utility bills. Would a sav9ings of $10.00 per month be a good things for you?" Again, this is a question almost everyone will answer in the affirmative. "Great. Also, these newer heaters produce about 30% more hot water than the
old inefficient model you have now. Would you like it if you never ran out of hot water in the middle of a shower again?" This is also a question most people will agree with. Once you have them answering "yes" to a few easy questions, you should assume your goal. Don't end by asking, "Do you want a
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