Mike White, CTSP, TreemasterLLC
You’ve given the price. The customer pauses. Then comes the phrase every arborist dreads: “I’ll think about it.”
This session builds on the Shin-Fu pricing mindset by focusing on what happens next – the on-site conversation.
This talk walks through a practical, ethical approach to customer consultations rooted in confidence, curiosity, and clarity. Drawing from real-world field experience, you’ll hear how to lead sales conversations as a professional arborist (not a car salesman), how to talk about money without discomfort, and how to respond calmly when customers hesitate.
Mike will cover the right mental posture for sales, how to ask better questions, how to handle common objections, and how to work toward clear next steps without discounting, pressure, or awkward follow-ups. Sometimes that clarity leads to a yes. Sometimes it leads to a no. Either way, you’ll leave the conversation with professionalism, confidence – and your soul intact. If you’ve ever driven away from a consultation wishing you’d handled it better, this session is designed to help you do exactly that.
Speaker Bio:
White, Michael, CTSP – Treemaster LLC
Mike has been climbing and caring for trees across the country for 20 years. He is a TCIA Certified Treecare Safety Professional (CTSP). He owns and runs Treemaster LLC in rural Wellsboro, Pennsylvania, where he spends most of his time doing sales and chasing around his four kids!