Welcome to Close it now, an H Vac sales training podcast with Sam Wakefield.

Here we'll build your reputation in residential H Vac sales to be the expert influencer in your market.

You'll get insight into the top minds in the industry as they share their skills and hacks to help you on your journey.

This podcast isn't just about selling more.

It's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

Now let's get started with your host of the Close it now podcast.

This is Sam Wakefield.

All right everybody, welcome back to Close It Now.

Sam Wakefield here.

I am stoked to have this guest on today.

We actually had been connected months and months ago in the Facebook group and this is somebody who is listening to the podcast for a good while and then I was blessed and got the privilege to go out to his location in Raleigh, North Carolina and do some training with them over at the Air Experts.

So this is one of the rock stars over there.

He has been.

Let him give you, give you his history.

But super excited to have my guest today on the show.

This is Justin.

I will let you tell everybody how to pronounce your last name but 2023, go ahead.

Warrenburg.

Warren Berg.

Nice.

Warrenberg.

It's kind of, it reminds me of back in the Mario games, the Wario.

Right.

That's what I think of when I see your last name.

Anyway, I don't know if that's good or bad but it is what it is.

But yeah, the numbers for 2023 closed out the year at 59.1% close rate which is really kickass.

And $3.57 million in sales.

Yes sir.

That is fantastic numbers, man.

You are definitely in the upper echelon of our industry but I know you weren't always in this industry.

So Justin, give us a, give us a highlight reel, man.

How'd you get to where you are and.

Yeah, yeah.

So you know, as a 12 year old I started out selling newspapers as a kid and had two or three paper routes at 13, 14, 15 years old and just grew the route.

So I kind of at least had the idea of just being a nice guy and being able to sell by just being a nice friendly guy.

Right.

Didn't know how to sell and then spent the last 12 years previous to this in the wireless industry, the Verizon Wireless.

And they taught me how to work with customers and work in retail and basically push their Their product.

Right, right, right.

Yeah, that's right.

Not what we want to do.

Yeah, exactly.

So managed the company's telephony account for about eight years, tablets and phones and things like that.

And always took care of them.

And they, they like the customer side of me helping the customers.

And they said, we'd love for you to take the plunge and sell H Vac.

So you're telling everybody you are the, you're the rep for, you know, for wireless to air experts for eight years.

That's right.

And.

And then finally like, hey, hold the phone, you're awesome.

Why don't you just come work for us?

Pretty much exactly what happened.

And I went and interviewed with the manager and he's like, you're a likable guy.

What do you know about H Vac?

And I went, I know a lot about customers, but I don't know anything about H Vac.

So.

And that just goes to show, just like you can learn about H Vac, you can learn how to sell better by listening to people that are experts like yourself that have done it successfully.

I love it.

So how long ago did you make that jump from wireless into heating and air?

So I'm actually in my sixth year.

I was fortunate to have a manager at the time that could go, that's an 80% furnace.

That's a 90% furnace.

And really my first couple of years, even at high close rates and respectable numbers, I did 1.2 million from May to December my first year.

Nice.

Only really knowing.

Well, that's an 80.

And here it is in the price book.

Right?

Yeah.

I didn't know how to add anything else on because I was scared to death to do it.

Sure, sure.

So that man, I love it.

That's quite a journey.

So tell us a little bit about one of the questions I always ask guests is what is your kind of overarching philosophy in life, in business?

What's like your driving passion to, you know, it's not an easy job.

Right.

What makes you get up early and stay up late?

So first and foremost, I sleep good at night.

Every night.

There are some nights where I feel like, did I help them make the right decision?

And I might lose sleep over.

Did I advise them correctly?

I sleep good every night, though.

I want to sell the right solution.

I want to make sure I solve all of their problems and make sure that my company lives up to their expectations.

So I have really high expectations for me and my company.

And when we mess up, I take it really hard.

Sure.

So trying to do Right.

By my customer.

That's the easy part.

Okay.

The hard part is, you know, and I'm comfortable saying this is being the ADHD guy that likes to talk a lot, sometimes too much, and trying to develop a sales process that allows my customer to tell me about them.

Right.

Yeah.

To figure out what their pain points are.

You know, that is.

Let's camp out there for a second.

Because, you know, if you are someone who self admittedly is that.

And I will tell you, until this last year, before I was medicated, that was me too.

And so that means we're not the only ones.

Right, Right.

So.

So drop a couple nuggets for everybody that's listening, you know, that maybe have.

Have those moments of like, okay, I like.

I like, talk a lot.

I find myself probably talking way too much and.

Or the ADHD part is like, I feel like I'm all over the map when I'm in a house.

Right.

So what was helpful for you and what has really helped you along your journey to kind of manage that, to mitigate it and to kind of move forward from there.

So, you know, being ADHD and it's a gift, no matter what people want to say about it'll totally gift superpower.

You can certainly walk into.

I can literally just get out of my truck with no books, no papers.

You know, I have left my price book at home before.

I've left.

I've literally just walked out the door with nothing and gone in and made sales.

Right.

We can do that.

Right.

But it can also mess our sale up.

Okay, you remember, there's 10 guys on our team.

There's, you know, some that don't have the right tonality, but they can go in with a process and they can make a sale.

I can go in with no process and I can make a sale or I can go in with a close it now.

Process and start to find pain points and start to find customer needs and start to figure out that, hey, little Sarah can't sleep at night because she's coughing all night long.

And now I'm selling emotionally.

Right, Right.

I'm focusing more on the questions, and I'm just asking the questions, and I'm not elaborating too much.

So now it's growing my average tickets, growing my sales, and things are getting big.

So it's really important.

And I didn't realize it so much until after you came in and showed us a process and you kept saying, no ask that question word for word.

The way I said it, I've already figured the hard part out for you.

Right.

And then just listen.

And it's like magic.

I mean, it is like magic.

And I can.

I can throw some rapport in there.

Sure.

Focusing on not one upping.

People, people.

You know, somebody tells you a great story, man, just let it be a great story.

That's a challenge for us, right?

That it is.

Talk more about that.

Because that's something that even when we rode together.

So everybody listen, too.

I had the really cool privilege to ride along with Justin to an appointment that we sold.

It might even be fun to kind of break that one apart a little bit in this episode.

But talk about that a little bit, because that's something that we kind of pinpointed when we were together.

But it's such a bad habit that so many of us have.

And it's one of those.

That is a deal killer.

It will kill rapport instantly if we don't.

Aren't aware of it.

That's right.

That's right.

And he even brought some things up in the appointment.

Like, I do this for a living, and I'm in sales or whatever, and I normally run down those rabbit holes thinking, I'm building rapport, I'm building rapport.

And I walk out of homes with all this massive rapport and no sale.

Yeah.

Whereas you.

You kind of kept focusing us back onto the project.

And that's where I kind of had to see it in front of myself and see where.

I mean, I was anxious.

I was like, man, I want to talk about his job.

And, oh, I know that guy.

And I know this guy.

And I wanted to go all over the place.

And we stayed very, very focused.

If you remember, he got up a couple times and said, all right, well, yeah, yeah, just send it all to me.

And you just kind of stayed the course, sat there with the footboard and kept asking questions.

He sat back down and we made the sale.

Right.

So it was, man, it was.

I just can't say.

Seeing it in classroom, changing the way we speak it and using the script.

Okay, Right.

Doesn't mean we can't add things in.

But staying on script and then going out and seeing it in the field, I mean, there's no business owner in America that shouldn't be having you come in and do that.

I mean, it's.

It's only going to pay them tenfold, right?

Sure, sure.

I love it, man.

So for everybody listening, I did.

I did not set this interview up.

And see, these comments suggested this is all basically just what happened.

Right.

And I love these Kind of stories, because, you know, so to.

To go in a little more about that.

It's that.

That moment of when we're in the house, and, you know, it's like, you see golf clubs and the homeowner's like, oh, my gosh.

Yeah, I love to play, but don't all of a sudden have the story of, oh, yeah, when I was in Hawaii and I played the master's course.

Well, no, of course not.

Right?

But we do that.

We do that so often.

Oh, I love your truck, man.

You should see my brand new one.

Oh, exactly, Right.

It's like, hey, good job, but mine's better, is really what we're saying.

And what they have to say is not important.

But of course, we don't want to make them feel like that when we're in the house.

But I love it, man.

To feed off that a little bit.

Yeah.

I was in a home yesterday.

I'm a huge dog lover.

She's a huge dog lover.

We were dog storying to the point where I looked over at the husband, and he was sitting there like.

Like, do y' all just need to go get a room?

I mean, he was like, you know, and I made the sale, but I.

Should have a date to the pound.

I walked out of the house, and I thought.

And I checked myself, and I said that it was a little bit off topic.

The husband wasn't into it.

I made the sale.

It was a very good sale.

But I'm starting to see that, right.

And I'm starting to catch myself.

So it's the awareness, right?

Once you're aware of something, there's no going backwards.

That's right.

I love it.

You know, and the cool thing, too, though, is, you know, when there is.

And this is the thing that I like to talk about so much that I know that you'll be able to chime in on is, you know, before the way we would do it, the.

The fake rapport is like, oh, I got a dog.

I got a dog.

You like the Niners?

I like the Niners.

You wear clothes.

I wear clothes.

Right.

Looking for.

Looking to fabricate similarities to artificially build rapport.

That's the wrong way to do it.

But what you do there is like, hey, you're authentically interested in what they're interested in.

You could have a conversation about it.

It's okay.

But we have to remember to be aware of really, really gauge the.

Read the room.

Right.

Gauge the crowd.

And it's like, is everybody in on this conversation?

Or maybe ask the Husband.

Hey, what do you think about the dogs?

Right?

So are you an honors fan?

Sit back and you know.

Yeah, actually, we just got back from the Super Bowl.

The Super Bowl, Right.

Sit back, let them talk.

Yeah, I love it.

Throwing up those mirrors.

Right?

That's.

It's really, really powerful.

So tell us a little bit about your journey in the last several months, because you were rocking pretty solidly through 2023.

And then we get together, and you can kind of confided in me that you were having a little bit of a slump there for a bit, and sounds like things really turned around after the training.

What were some of maybe couple top two or three things that you've implemented that's made some of the biggest difference for you.

So I actually took a couple of notes.

That's unlike me.

Oh, cool.

Good job.

However, I had to make sure that.

That I got a few points out.

So definitely in the training, you know, I could go into 10 different leads, and I might go into two and talk a lot about the company and how great the company is.

Okay.

And I might get a sale, one or two.

Right.

And then I'll go into the next one and I'll talk a lot about maybe some solutions that we have to offer and how great they were and they worked in this other.

Right.

And then I might go into another transaction.

I might find a pain point, really focus in on that pain point.

But what I wasn't doing was the close it now process where every.

And I've even, you know, I just want to let everybody out there know some of this stuff.

In the beginning, you're not going to be comfortable with.

It takes 15, 16 times for you to start to make it flow and feel good.

It's got to feel good to you.

And what happens is you go in and you go, hey, I just want to tell you a little bit about what's going to happen today.

All right.

And I want to tell you a little bit about my company, and I want to tell you a little about who we are.

People go, oh, no, no.

Yeah.

I read online, I go, great, perfect.

This isn't going to take but two minutes.

That's what Sam does.

Right?

Great.

And I ask you a couple of questions.

Well, I don't.

I've already been through that with three other guys.

Good.

Then this won't even take but about 30 seconds.

You know, how long have you been in the home?

Right.

And I've seen people go from a very frustrated look to when I get to two or three questions.

Now, here's a beautiful one.

I'm asking a gentleman some questions and his wife is in the kitchen, she's washing dishes and he's kind of blowing me off, like we don't need to do all this.

He answers a couple questions, then the wife walks in with the dish towel and goes, no, no, no, no, no.

That back room back there never gets aired properly.

I'm sorry he didn't tell you, right?

Ask me, ask me those questions.

All right, so now I've got wives coming in from the other room or normally they're sitting back there listening to the sales fear guy.

That's fear mongering their husband.

Right, Right.

They're engaging, they're getting involved.

And now I'm going, who uses that room?

Well, Sarah uses that room.

Oh, okay.

Does Sarah have any allergies or asthma?

And now I'm, I'm putting names and labels on, you know, you know the room that Sarah sleeps in.

And so.

But I'm doing it in every single home because I have a process now.

Right.

So that takes my scatter brain and puts it into a focused point that I'm going to do every time.

Yeah.

Now there's room for deviation, right?

Sure, that can happen, but it's more focused.

And my average tickets are going up, my solutions are going up.

I am top down selling now.

I'm no longer bottom up selling.

Yeah.

So tell us about that because there's a lot of people that will be first time listeners on this episode that may not have caught some of those episodes in the past.

Tell us what that means to you and how you implement it, how you use it.

So definitely explaining the history of the air conditioner.

You came up with the simplest.

In fact, I recorded a YouTube video recently because sometimes I go on home and I don't get to meet with both decision makers.

So I recorded a video of me going through that process.

I give shout out to Sam, I say, hey, Sam made this up.

Right.

And I'm shooting that to the other spouse after I leave the call.

And I'm getting phone calls from them going, wow, great video.

My wife loved it.

She wants that modulating system or she wants that two stage system.

So really helping them understand the technology, not so much seer and price, but what technology do you want?

What, what level of comfort now that you finally get the chance to buy it for your own because you, most Americans inherit their comfort, right now you get to buy your comfort.

Right.

Powerful decision, right?

I love it, man.

That's that you just went through like three different, like massive golden nuggets there.

No, that's awesome.

Coffee sip?

Yep.

Coffee break.

Yes, sir.

So what.

So before we get back into that, what's in your cup?

Cafe Bustella.

That's my daily pour.

Nice.

Have you ever tried it?

I have not, actually.

I've seen it.

I haven't tried that one.

Yellow label.

I think it's Colombian.

It's an excellent daily pour.

Love it.

Right on.

So we don't get to.

We don't do what's in your cups very often on the.

On this pod, on the interviews.

But also huge shout out.

So, Justin, that's on the episode today of quite a few episodes back or three or four months ago, I had mentioned that I got some cowboy coffee and that was actually a gift from Mr. Justin when I visited Raleigh.

So thank you again.

Yes.

But so circling back to what you were just saying, you know, one of the turn of phrases you just said is so powerful, I hope everybody caught it, is when you're talking to those homeowners and you, you know, the situation might be bad, right?

They might be mad or pissed off that whatever it is broke and now they have to spend this money they weren't expecting and all those kind of things.

But then we can reframe the conversation, right?

It's like, oh, the best part, Justin, is it sucks this happened, but now you get to choose your level of comfort instead of just inheriting what was given to you.

Right?

That's right.

And a very important phrase that Sam taught me is when people get frustrated about the questionnaire, I literally said to this guy, I go, hey, look, it's just going to take a couple of minutes.

This is how I can just.

We can determine how your sanctuary away from the world is going to operate for the next 10 or 15 years.

You said you're going to stay here a long time.

So let's just make sure that that sanctuary away from the world is the quality that you want it to be.

And you can literally see shoulders go.

Yeah.

So love it.

I love it.

This is cool.

I don't get or haven't up until now done many interviews with people months later after I've done a training at their facility.

So thank you for being on the show, but it's really cool to hear how you've implemented the trainings and so tell us a little bit too.

I'm curious, um, since you have gone out and you've really been able to go through this system, you know, lots of times now, what are you finding that when it Comes to objections.

And like, towards the end, are you finding it to be kind of the same old fistfight or you find it to be easier?

Same amount of objections, less objections.

Kind of tell us about kind of the second half of the appointments.

So definitely less objections.

Definitely more people that have already had three or four quotes.

And I'm kid you not, they're like, wow, you're okay.

Your visit compared to all the other visits we had.

You know, there were some guys that were higher, there's some guys that are lower, but I feel like they shouldn't even be in the industry.

So I'm getting that type of response that they're really blown away with the solution.

And it looks like it's not me.

It's the information that we're just putting together.

I mean, and you have to.

I think of it now that I'm going in there to hold this homeowner's hand, and we're going to look up at a chalkboard and we're going to like, create their dream board of what they want in their home.

Right, Right.

It's.

I'm nobody miraculous.

I'm just taking the information I'm given the information they're given, and I'm just digging it out of there.

Right.

And then we're just kind of spreading it all out on the sand and going, hey, what do we want to do?

Right.

Yeah.

So it feels good.

And now I've got people calling me with excitement.

One of the best things you implemented was the videos.

Okay.

Every YouTube video that I send to a homeowner, they call me, hey, let's do this.

By the way, the video was a nice touch.

No one else is doing video.

This is customers saying this.

No one else does videos.

That was a nice customer service touch.

So that's huge.

I mean, so even if I don't close at home, people are excited to reach back out to me because they remember me number one.

They've got the video of me in their text message.

They remembered the guy.

He's with Air Experts.

I label the video Air Experts Wakefield Home or Air Experts Wakefield Solution.

I change it up a little bit different every time.

Sure.

So people are calling me back with excitement if they don't buy on the spot.

Right.

I love it.

Yeah.

You still get the usual objections.

And then we loop back like we were taught.

We loop back through.

Well, you remember we talked about the type of company that we are.

Right.

You feel comfortable with that.

Right.

And we just kind of go back, we loop.

We loop and you know, There's a point where you can't wear people out.

But now people will leave me with, like, today, he was like, I'm very comfortable.

I like the solution.

We're going to use you.

We're going to go with you.

My wife is adamant that she sleeps on it tonight.

Yeah, okay.

They're going to call me back.

I'm confident, right?

Oh, I love it, man.

This is a really cool conversation because you're giving the highlight reel of the different steps and you're actually giving me ideas for more podcast episodes, too, that I haven't realizing.

There's different sections that I haven't really unpacked for the listeners, which is incredible.

So everyone, if I don't release one soon, shoot me a message to do a training on the YouTube videos.

On the videos he's talking about, we might actually make that a face.

So everybody listening, make sure to join the Close It Now Facebook group, because I have a feeling this would be better as a live training so we can do some screen share and show everybody exactly what we're talking about.

But basically, our guys go anywhere from complicated videos to short and sweet.

Yeah, I found short and sweet's best.

I mean, people watch reels, right?

You know, the TikTok world for videos is where we're at.

If you can make your video three minutes or less.

Rock and roll.

Yes.

That's actually a really.

For people that like to talk a lot, like you and I, that is a great lesson is how can I use less words?

Can I.

Can I communicate this using less words and make it shorter?

And if you can do that, clearly that's when you're starting to master what you're talking about, right?

That's right.

Tonality and less words is a daily focus for me.

Oh, I like it, man.

Man, that's good stuff.

So tell us about the.

Tell us about your team out there, man.

Y', all.

You.

You all have, like, seen some changes, right?

What everybody has now, as you know, as we all know, sales ebbs and it flows, and when we sell a bunch of stuff, we go, the Sam Wakefield's great.

And then we slip a little bit.

I don't know if I need to change.

And I'm like, change nothing.

That is the industry.

Keep doing what you're doing, right?

Our average tickets have skyrocketed.

Our sales have absolutely gone up.

You know, we do the ease programs a little.

Probably a little different than most of the country where we lease systems, and it's fantastic program.

So we're still trying to Kind of figure out how to tie that in and it's working.

Sure.

But keep plugging, right.

Keep like, don't forget the process no matter what.

Right, right.

The process is the process is the process.

And then I'm changing tonality and using some Jeremy Minor stuff and some Chris Voss mirroring and labeling in between.

So I learned in your questionnaire, it's really important that when people, when you ask the question to label those things, action items, label them, mirror dig for more information.

I was doing a little bit earlier.

Oh, seasonal allergies.

That's it.

Let them continue to talk.

Right, right.

Goes in Dr. 10 times.

10 times per year.

You know, let them talk.

Right.

So I love it, man.

This is cool.

So tell us something that.

What are you really excited about right now?

What for?

What's this year hold for for you, Justin?

What's it hold for?

You know, where do you set your goal for.

For 24, for your own numbers?

Where do you see that?

The big.

So I was at 66, close rate under the fake Covid sales area, right?

Yeah.

So I fell to 59, which is, you know, industry average is what, 29?

It's like 30.

Yeah, right.

Yeah.

If you're below 40, 45, bosses should be looking to replace you.

You know, I think rock stars in the 50 and higher, you know, your rock stars, I'd like to get back up to.

You know, I've hovered at 65 for a couple of years.

Yeah.

I really want to focus on quality.

I want to focus on higher average ticket.

I want to focus on making sure that customers, no matter what I offer them, all of those items are action item, something that they see value in.

Right.

I've already closed lots of tickets this year where I'm 3 or 4,000 over the quote they had.

But I have the solutions in there that matter to them.

Right.

Yeah.

Growing off of that.

The thing I'm doing this year that I've already started, I do door hangers almost daily.

We do.

Thank you to you.

We do the six pack.

So we go out for an install day.

I visit the homeowner during install, give them some dog bones, pet the dogs.

Just got an awesome review from a dog owner about how much love I gave her dogs on install day.

You did a six pack of all the neighbors and should I share any of it?

Hey, yeah.

I just want to let you know we're next door.

If we leave any mess or if you see anything blowing around, you know, let me know.

By the way, here's a coupon we'd love for you to join the family.

Had some killer conversations.

In fact, one guy says, oh, actually the neighbor across the street, her name is Christmas.

It was very unique name.

Go over and talk to Christmas.

She was talking about getting her unit serviced the other day.

So I go, hey, John across the street.

Yeah.

Told me to come talk to you, Christmas.

And he said, you need your unit?

Yes, I do.

Here's a 35.

Oh, my God.

Do y' all do plumbing?

We do plumbing too, you know, and I mean, we're talking 15 minutes to hit five or six neighbors.

Now some of the sales people out there may go, well, what does that do for me?

Are you kidding?

It grows your company and your business, right?

Yeah.

So everybody does it.

You know, you've got all these awesome sales guys going out, just knocking on the door and just.

I mean, all we're doing is saying, hello, how are you?

I'm smiling.

Look, I'm smiling.

We're over there, right?

We hope your neighbor's smiling.

That's all we're doing.

So we're just building our brand, building our business, building referrals.

Dude, this is so good, man.

This is so good.

Let's circle back a little bit because you said something a minute ago that I definitely want to camp out on.

When you were talking about your goals, talking about what you're really focusing on, and I love that I asked you about goal setting and what your numbers are going to look like, and what I heard was your focus this year is helping homeowners to a deeper level.

Absolutely.

And serving with, you know, really, really serving.

And that, that just, I mean, that speaks a lot about you as a person.

So like we say on this podcast, a lot is work to become someone worth buying from.

So that clearly is something that you've, you know, you've focused on.

So maybe a better question would be, what are you doing for personal growth right now?

And what are you listening to?

What are the things that gets Justin, like, really, that you're focused on growing in as a person this year?

That'll be important too.

Yeah, absolutely.

And I'm gonna throw some names out there, if that's okay.

Yeah, I do lots of self help stuff.

I'm a huge Ed Mylett fan.

Okay.

So I listen to Ed Mylett's everything.

You know, he has some great guests on there, and he has some on there that I'm like, yeah, I'm glad, glad I listened to that.

Right.

But I mean, boy rock star females.

I mean, women on his show that will Blow your mind if every woman out there is not picking up some of these authors out there, just rock star females, sales pros.

Right.

Right now I'm listening to Chris Voss's Never Split the Difference.

He was a great negotiator.

He talks about mirroring and labeling and believe it or not, this goes against everything we've learned as salespeople getting no's.

Because no's make customers feel comfortable when they say no.

They actually felt they told them no.

And that blew my mind.

That was one of the biggest takeaways from this book already, is getting some no's out of the customer.

Well, we're not going to buy today.

Oh, okay.

Yeah, of course you're going to ask for the sale.

Right?

Of course.

So that debunks all the get five yeses to get to the yes when you're actually making them uncomfortable.

Right, Right.

So that's really cool.

And Jeremy Miner and picking up some of his stuff right now.

But yeah, I mean, love it.

The way I see it is for every emotional sale I get where the customer really feels great about the solution.

And then, I mean, I'm getting emails later going, this really made a difference.

Right.

I just hired somebody, somebody that's going to tell their friends and their family about the solution.

Right.

And they're not going to say, call Justin, he's got the best price.

Yeah.

They're going to say, Justin made a solution in my home.

That made a huge difference.

I don't care what the cost was.

You need to talk to Justin.

Right.

So let's stay there for a sec because a minute ago you mentioned how you've had multiple sales even this year that are thousands higher than your nearest competition.

Yes.

And it was really not even a discussion.

It wasn't a negotiation.

It wasn't.

They come back with that.

Trying to beat you up.

Talk about that a little bit more.

Because as you know, you've been in the industry long enough and what I hear from everywhere I go is, well, it's the price.

It's.

We're, we're priced too high.

We're thousands higher than our competition.

How will we ever sell if we're higher, if we're more expensive?

So talk to that specifically, because I feel like that's one of the biggest stumbling blocks in the mindset of most advisors and selling techs out there that don't have a solid system and haven't gotten over that hump.

Correct.

So I can't stand when people say price is irrelevant.

It is 100% relevant, right.

It's on everybody's mind to say or think that is to not know your customer.

Right.

Price matters to your customer.

However, if you use the close it now steps and you show the value of the company and you show why that, that you know, why am I in your home?

Why am I the type of company that you'd like to do business with and reinforce when they say I'm going to get three estimates, reinforce, hey, we made the cut, right?

I mean I'm trying to use some of your things here but that's why it's so important to follow that process and show the value to where it's not that price doesn't matter, but it just doesn't become a thing anymore.

Right.

The emotions that you pull out of them and then the solutions to give them for those emotions that suddenly takes the place of price.

Price never goes away.

But you can replace it with emotional selling.

Right?

Right, yeah.

Replace it with what's, show them what's actually important.

That's right, exactly.

Price is always important.

Anybody that goes in there and thinks oh price doesn't even matter, they're gonna buy, they've lost.

Right?

Absolutely.

Absolutely.

Well, something I remember actually I think the one of the first times I said it was when I was at, at Air Experts when we were training.

But it's really carried with me is so when people are concerned about the price, that's where they let, they allow the homeowner to like really shine the spotlight on money.

Once you get, and that's what most people do, you get halfway through the presentation and then it's time to talk about equipment and dollars and then the spotlight stays on the dollars the entire rest of the time.

Well that's not a driver for anybody to buy anything.

That's just strictly now it's a topic of discussion.

But if we make the focus and the spotlight, if we keep it on their concerns and how, you know, how what they're experiencing and then really spotlight the solutions and help them see that, you know, it doesn't matter what our price is, they can have full confidence for solving those problems and life now is going to be glorious with, you know, however we paint the picture of what the changes are going to be, then it's, it's not the price goes away, but it's so much less important because like you said earlier, it's trust.

Right.

If they trusted that it was good, the problem's going to be solved and it's going to be a no brainer and things are done.

Then they're not calling anybody else.

They don't need to because they know the problem's finally going to be fixed.

And I'm about to jump out of my skin here to say that the paradigm I just had while you're talking is pre Sam Wakefield.

It was 20% presentation and talking about and 80%, how am I going to pay for it?

It's shifted now.

It's like 80% presentation, figuring out what we're going to do, finding the solution, them choosing what they want to do, and then maybe 15%, 20% talking about how they're going to pay for it.

So when you start to see that shift, you start to see how to close it.

Now process and philosophy starts to shift that for you.

Price just, it doesn't go away again.

It just kind of goes back here somewhere.

Right.

And then everything else at the forefront is that emotion and that solution and Sarah and her allergies and things like that.

So what's that feel like when you close that deal and you close it now, either now or later.

I mean, I'm, I'm cool with Pipeline, you know, while the name of the company is Close it Now, I am.

Would never coach anybody to say, well, if everything makes sense and money aside, would you give, you know, is there any reason you can't give me a yes or no answer today?

And no's a perfectly acceptable answer.

I hate that question.

Because if you force somebody to tell you no, then you've closed, then they don't feel like they can ever call you back when they are ready.

Because the reality is some people, timing is important too.

You know, we have to be realist in this.

But what does that feel like when.

Because you have quite a few now when you close those deals and you know, you're thousands higher than their nearest competition.

Maybe they've told you, maybe they've sent over a quote and.

Or those kind of things.

What, what does that moment for you feel like?

It's kind of shifted to excitement for this customer.

You know, a year ago I'm like, screw those guys.

I got them.

I don't even think like that anymore.

It just, ah, they, they got the solution that they picked out that they created the solution.

All I did was put it together for them.

Right.

Yeah.

So it's, it's a different sale.

Right.

It feels better.

You know, it's like meaning, you know, if you could, you know, they say if you could find a job, you know, if you love doing what you do and you could do it every day.

I mean, I love what I do.

Right.

And this just feels even better.

You know, it's not about winning against the competition so much as winning with your customer.

Right.

Yeah.

And again, I just recruited another employee that could go out and tell everybody how great Hair Experts is or I am.

Yeah, you're building those raving fans.

Right?

It's real.

I love it, man.

That is so cool.

And, you know, I hope everybody's really catching the vibe here is, you know, losers look at the competition.

You know, winners just look at the finish line.

And so, you know, having the.

If you've gone through my training or not is irrelevant to this point.

Is focus on the.

Everybody sells, sell with heart.

Yes, absolutely.

But serve to the highest level.

You know, when we truly are.

Are focused on the homeowner first, the client first, and our paycheck second, that's when really the magic starts to happen.

That's right.

And whatever system you use out there, everybody just have something and be consistent with it.

But, yeah, serve to the highest level.

What else are we doing other than can you make an incredible income?

Absolutely.

I mean, the company I just trained in New York.

There's like three dudes sitting in the training room with Rolexes on.

Right.

And it's awesome, and I love it.

It makes my heart happy to see we can literally make doctor Lawyer money with what we do and help people to the highest level.

And it's just so cool, man.

That's right.

I had to grab a charger, so you saw a little bit of movement there.

Oh, we're good, man.

This is all good.

So most everybody listening will be on audio.

We'll launch in the YouTube.

So we'll have these videos up here pretty soon as well.

But yeah, good times.

So drop, you know, you did 3.5 plus million this last year.

Drop a couple nuggets on everybody.

What is something that, you know, that you feel like somebody that's in your shoes maybe has been through, you know, have some of the same mindset things that you've.

That you've accomplished that you've overcome.

Yeah.

You know, what are a couple things that people can implement immediately that will help them out?

Well, you know, as salespeople, we got to get out of our heads.

Right.

Preparation to every call is important.

I'm very careful, you know, I don't call my wife before a sales call.

I love her to death, but I can't hear about what's going on with the kids and what happened today, blah, blah.

So mindset and preparation is really, really Important.

I've made some changes, not because of the new year, but I just decided to make some changes, you know, health wise.

I eat better, drink tons of water.

You know, I mean, the truth is, whether people want to accept it or not, we're paid athletes and people respond to how we look and talk and act around them.

So I've definitely changed the way I eat, drink, sleep, you know, try to be careful with that if you're not doing constant self improvement.

That's one thing I love about my boss, Chris Sheeney.

He's constantly encouraging us, like, what trip are you getting ready to take?

Where are you going to visit?

Like self improvement.

And this is it, guys.

You got to invest in yourself.

I obviously recommend close it now and Sam Wakefield.

Start there.

And when your sales go up, then start adding in some of the tonality things, you know, of.

Of other peoples and speakers.

But getting that immersive of Sam coming in and teaching people on the spot, I mean, we paid pennies compared to what it's paid back to us.

Right, Right.

So I'm definitely an advocate for you, Sam.

Thank you.

That definitely helps.

Right.

But just for the ADHD guys out there, the guys that like to talk a lot, you know, salesman said to me the other day, I don't want to knock him.

I'll leave him unnamed.

He was a visitor and he said, money doesn't mean anything to me.

I'm not even in this for the money.

What, so you do it for free, right?

I mean, I'm in it for the money, but it's good money.

We're not laundering money.

We're not.

It's not bad money.

We want it to be good money.

And so that's why it feels so good to make a big sale when it's good money.

Right.

So that's, you know, it's a shift.

Right, Right.

Feels good.

Love it, man.

Well, that is awesome.

Well, I appreciate you hanging out with me today.

This has been a been a fun conversation.

Definitely time to land this plane.

So a couple quick announcements and thanks for that segue.

I couldn't have set it up better if I'd have scripted it.

Speaking of trainings, there's a couple things that listeners you can.

How you can get involved.

One is go join the Close it Now Facebook group because we do a lot of stuff in there.

But I have a.

There's an online course that you can pick up.

It is actually for what it is.

It is the cheapest one in the industry right now.

It's ridiculously cheap.

And you will love it, every second of it.

Go to h vac doors.net you can grab it there.

It goes through the whole process that Justin's talking about.

Also, if you want to have me or one of my team out to your location to train in person, email me samoseitnow.net or you can text or hit me up through the Facebook group or you can text me 512-364-8559.

That is my personal cell.

So if you're listening, text me.

If you call, I might not answer because I get a thousand calls that don't go anywhere every day.

But text me and I'll get back to you.

And then the other thing, and this is the coolest thing I've got going right now.

March 21st and 22nd, I am hosting a two day close it now sales masterclass in Austin, Texas.

It is going to be awesome.

I am capping it at 35 people.

So let's fill this room up.

The seats are going fast.

I had a call this morning with a sales manager for a company up in Pennsylvania is coming down with some people and so we are filling that room up fast.

Definitely reach out about that.

I've got some flyers up in the Facebook group or email me or call email me or text me.

Make sure to get you connected.

But it is going to be awesome.

People are coming in from all over the country to attend that one.

So we might eat and I'm catering some of the best barbecue in the country.

We're going to cater that for lunch and some of the best tacos in the country.

So I like to feed people.

That's one of my heart passions.

In fact, something that's a total side note that I really have never talked about on our show.

But you've inspired me.

Today is one of my passion projects is a great, great friend of mine here in Austin runs an organization called Backpack Friends, which is a nonprofit.

I've never really mentioned this, but a portion of the proceeds for Close it now goes to support that organization.

They feed.

We feed underprivileged kids.

There is over 50% of the kids in our area actually qualify for what's called low food security, meaning some of them, the very last meal they eat of the week is Friday at lunch at school and they get no more food until Monday breakfast at school.

And it breaks my heart every single time I hear about these stories.

But we have sent over in the last several years.

It started out with 12 and now we've at this point have sent over 150,000 backpacks home with kids.

And the best part of that is we've never had a backpack not get returned to get refilled because it's that valuable to the kids, and it's incredible.

So if anybody that wants to donate towards that, I'm going to be doing a big drive this year to help them hit the next level for this nonprofit.

So the new website is about to launch.

Closeitnow.net, i will have a. I've got a partner page.

There will be a link there where you can go directly and donate.

So really excited about rolling that out, because at the end of the day, what do we do this for if it's not too.

I mean, what's the Jessa.

What's the best way to help the poor?

Not be one.

Right, right.

That's right.

I mean, it's great to donate time, but, man, when we become high earners, we can make a massive impact in the world, and that's the avenue I've chosen.

Family.

I mean, you can.

You can grow your family for generations, right?

Absolutely.

Absolutely.

When your family goes.

Well, I've always, man, I've always preached, become that person that somebody in your family has a, you know, say, health issue, and they need somebody.

They need, like, organ transplants, could be like $200,000.

You just write the check, be that person for your family.

You know, show up and make a difference.

And we get the ability to do that in this industry, and it's so, so awesome what we can accomplish, especially when we start coming together.

So it's time to raise the standard of this industry, and I'm happy to be the one that's raising that flag and rallying the troops because our industry has been, you know, we've had some black eyes for over.

Across the years of not taking care of homeowners.

Right.

Or just being in it for the money.

And it's time to change that.

That's right.

So.

Well, awesome.

So that's it.

Everybody join the Facebook group and otherwise.

I am.

I'm excited that you are on the show.

Thank you again.

I appreciate it.

And I'm sure we'll get some other.

Some other cohorts of air experts on here at some point, but you get to say you were the first one.

Hey, man, how was your first.

Yep.

Right.

So good stuff.

Make sure to rub it in Patrick's nose.

Absolutely.

So big shout out to Patrick.

I know you've got the link.

So book a time.

So, everybody, time to land this plane.

Thanks for hanging out today.

If you have gotten ever gotten value from this podcast, I would love a five star review on whatever platform you listen on.

Those reviews do get featured in the episodes.

So we've got one right here at the very end I want to feature because you know, just like your business, my Close it Now company thrives on reviews as well.

So this one is fun.

It says Heaven Sent H vac sales training by Darren Cummings.

So thanks Darren.

I appreciate that is a five star review.

I even have to hit the more button on this one.

He read a lot.

Sam's podcast is a sales coach, life coach, sales manager and your overall buddy in the car.

As you drive to your appointments.

He gives away huge nuggets of knowledge for free.

Exclamation point.

I can't wait to take his training.

This is an absolute must listen to podcast for any in home sales consultant.

So I love that so much and in fact I have some numbers behind that.

He messaged me earlier, nice just to I had actually seen that review.

But he started listening to the podcast brand spanking new into the industry.

He actually was preparing himself ahead of time.

So he started listening to the podcast before he got his position and it says so his numbers were.

I just looked this up earlier, it was super cool.

He just started, hasn't gotten paid on his commissions yet, but I helped him sell $30,000 in equipment his first week out.

That's awesome.

So that's cool.

That makes my heart so happy because this dude, I mean I'm super excited to meet him and at some point I'm sure we'll do some stuff together.

But everybody listen.

The stories that really lift me up the most or people who've listened to the podcast and implemented, you know, never taken a course from me, haven't paid me money to do this because I just like to see people win.

Those are the stories that are so cool.

And also obviously if there's that much value from strictly implementing podcast, you do get, I mean Justin, you're living proof.

I mean you've been on both sides of it and while you're able to implement nuggets beforehand after the training, holy cow, your numbers have just exploded.

Absolutely.

Yeah.

So good times.

So enough for the psa, but thanks Darren.

So everybody listening.

If I feature your review on the podcast, message me and tell me that was your review.

Because a lot of them, there's names that I don't know and I will give you something for free that only people who have left a review and message me about it and heard it featured on the podcast, you'll be the only ones to get this gift.

So I'm excited about that and it's pretty cool and we'll also do a free one hour coaching call for you.

So I highly love reviews.

They're very valuable and I appreciate it.

Sorry everybody.

This is it.

Thanks for listening and everybody go out there.

Thanks Justin again.

Go save the world one heat stroke at a time.

Go save the world one frostbite at a time.

Amen.

Thanks for listening to Close it now with Sam Wakefield.

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