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 by 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.

Well, hey, hey, hey.

Welcome back to the Close it now podcast solar and H Vac sales training.

I am Sam Wakefield, your host here and I am so excited for this interview.

This has been a little, a little ways coming.

I've been watching this guy for the last four or five years.

All of a sudden from my world, came out of nowhere, saw him on Facebook, started just watching the journey and talk about a meteoric rise to success and training.

But I'm actually more excited about hearing what, well we're definitely going to hear what he's doing, what the next moves are, but also as everybody knows, there is no overnight success.

So we're going to dive into some what the work actually is when someone, someone jumps into, you know, jumps in the rocket ship and goes to, goes to the moon and so super excited.

This person, he in four years went from 0 to 40 million plus with his H Vac company and one of the most, one of the things I love the most about him is every single time you see any videos or you hear him on a podcast or anything else, his total heart for service and helping people comes through like, like almost like nobody else I've ever heard.

So super excited today to have Victor Rancour on the, on the podcast.

He's the owner of Profit Rocket and he is, he's here, he's ready to take every single one of you to the next level.

So Victor, thanks for being on today man.

I'm so excited.

Thanks for having me on, brother.

I'm glad I finally got to, I guess, you know, collide here because we've been trying to get on the podcast and obviously my schedule has been craz crazy.

But yeah, I'm excited man.

I'm excited to tell my story.

I'm hoping that every time I'm on a podcast I hope that whoever's listening can pick up something out of it and hopefully they can use it and hope it helps them, helps them succeed.

Absolutely.

I love it, man.

Well, definitely you.

So this has been a big week for you.

Big week, week and a half.

Tell us a little bit about what the current situation is.

What's going on in your life.

Well, you know, obviously, you know, if anybody knows my background, you know, my, my first business I ever started was four and a half years ago, August 2018.

I started a company called Absolute Airflow out of Southern California.

Started with about 10 grand and, and literally it was an idea that I think it was like August 1st was an idea.

August 7th I had a business.

Right.

So I had an entrepreneurial seizure and we can dive in.

A little bit of my background, which is an H vac sales.

You know, I was one of the top sales guys in the country and, and I knew that I was really good at that.

And you know, a lot of times when you're, you got your big ego and you think you're, you think you're, you're the, you go and start your own business.

And that's kind of what I did.

And I started my own business in 2018 and end of 2018 and I thought, hey, why not?

You know, why can't I go and create a, an amazing business and one of the biggest companies in the country?

And I don't think I knew what I was in for.

I had no idea that I would be where I'm at today.

I had, I had no idea that a lot of stuff along the way would happen.

But yeah, this week we were, you know, I was blessed to be able to sell the business and sell it to a, you know, great organization, which is a fix it group and get an opportunity to be in early with them on their platform, which also is allowing me to step away from the day to day of a business.

I don't know if you guys ever ran a home service business with over a hundred employees, but it is challenging, it is tiring, it is, it is draining.

It's.

It's all the above.

So the last couple days, I just been enjoying the peace that comes with not having to run a home service business anymore.

I love it, man.

So that is.

That, that's super awesome.

I'm, I'm so glad to hear about that journey.

So one huge congratulations to start a business and sell it for massive, massive profit in less than five years.

That is the pace that so many people want to hear about because as we all know, most businesses aren't even making profitability in less than five years.

The IRS Says you can take a loss for five years and before you're even considered a viable business, let alone to grow it and scale it the way you have to sell it for such a massive turnaround.

So huge congrats.

But tell us.

Go ahead.

Go ahead.

No, yeah, go ahead.

Yeah, I was gonna say tell us about the journey before the business, because.

So one of the things we like to talk about in this podcast is a lot of the.

The psychology and the work to lay your foundations to.

To grow.

You know, we say to work, to be someone worth buying from.

So a lot of it's personal growth, a lot of its development.

What did you do to set yourself up in a place to be able to start the company to even before then say you were a top salesperson in the country?

How'd you get there?

So, you know, my journey is kind of, you know, it's kind of a strange one.

So about 10 years ago, I was living in Cleveland, Ohio.

I'm from California originally, my early 20s.

I got in a lot of trouble and I was doing a bunch of stupid shit, and I decided, hey, I'm gonna get out of California.

I had family out in Ohio.

I moved out there with, like, literally no money, no real skill set.

I didn't really know what I was gonna do, but my uncle gave me a job at like a fast change oil change place, like a Jiffy Lube type of deal.

And it's called a loop stop out there in Cleveland, Ohio, which is.

They had like 30 stores in Northeast Ohio.

I moved out there with no money.

I was living on my aunt's couch.

I was about 22 years old and really lacked any kind of direction.

But I didn't realize at that point that that was going to kind of set the stage for everything I'm doing later in life.

And so I started working at an oil change place.

And just like anything else, right, like it's merchandising, right?

You're in the sales industry and.

But the only problem is working there, you would sell stuff and you'd go from making.

I was making 675 an hour.

And if I sold stuff, I got to make like $7 an hour, right?

Or 7:50 an hour or whatever the hell it was.

But I started off like everybody else does in that.

In an oil change place.

They started off in the pit and they got it, you know, changing oil and oil splatter in their face and burning their hands and burning their face.

And, you know, when you go out at night, you can't lie to chicks about what you do because you smell like oil and you got oil in your fingernails and all that.

So, you know, as I did that, and that's kind of where I gotta kind of cut my teeth as far as sales.

So I got to learn, like, if you wanted to get out of the oil pit, right, you had to learn how to sell.

So I would sit down there and I would listen, and I'm like, okay, your process, that process sucks.

Like, and I went up and I was like, one day I was like, hey, just give me an opportunity and I'm gonna crush it.

Like, these guys suck.

And obviously, coming from California to Ohio, we.

We talk different, we move different, we act different.

Like, I was already in a little bit of sales in my.

In my late teens and early 20s.

So I got up there and.

And then I turned that.

That was the number.

There was.

I think there was 32 stores in the whole.

In the whole company.

And we were the 32nd worst one.

And we were able to turn that 32nd worst store into the number one store in the company.

Within.

Within.

Like within 45 to 60 days or something like that.

Just from me going up there, creating a process and then selling, you know, selling a lot of product.

So, you know, even there, I moved up really fast there.

They moved me, you know, they moved me from being in the oil pit to being the sales guy, to being the, you know, the manager, to.

Wanted to offer me my own store.

But I had only lived in Ohio for about a year, where I was like, okay, I need to get the hell out of here.

Because if you ever lived in northeast Ohio, you don't really.

It's not really a place you want to be, Especially when you're like, I wasn't making very much money.

So, like, every Friday I take my paycheck, I go spend it at the bar, and then I'd be broke for a week.

And then I just rinse and repeat.

Because there's nothing better to do in Cleveland than go to a bar, and they're on every corner.

So.

So I was about 23 when I decided, hey, I decided to move back to California.

Same thing.

I moved back here.

I had no idea what I wanted to do.

I knew I didn't want to do oil changes, so I had to figure out some on some kind of job.

And I started busing tables and then serving tables.

And then.

Then from there, I kind of got into.

I got into phone sales, which was a.

A weird industry.

So I got into what's called loan modification.

So this is right after the, you know, the crash in, like, 2009, 2000, whatever, like 2010.

And people are still struggling.

And I learned there how to.

How to create a relationship over the phone, build a relationship and get people to pay me money without ever meeting me.

So I was getting people from all over the country to send me 10, 20, $30,000 checks in the mail without ever meeting me.

But the reason that happened is because I created a process that worked from the time they called in to how I took the call, to how I communicated with them, how I pitched the product and how it sold them.

And I didn't realize along the way that everywhere I've ever, ever been is, like, I've always created a process that was better than what they had.

Right.

And when you.

And I always found, like, once you find a recipe, you just follow it and that, you know, hopefully the cake's going to turn out the same way every time, especially if it's a.

If it's a good recipe.

Right, Right.

So I started doing that, and then that place got raided by the FBI in like,2014, end of 2013, 2014.

I remember being at work and that place gets raided because we were good at selling, but I guess they weren't good at fulfilling stuff.

And we don't know on the back end.

And so then all of a sudden, I'm out of a job at that point.

You know, my.

My girl, her dad is a.

He's a general contractor, and he's like, hey, why don't you come work for me?

I'm gonna train you how to build.

Build cool stuff.

And, you know, maybe you can.

I can show you how to become a contractor.

I said, okay, well, that sounds good.

Well, I went from, you know, sitting behind a desk every day to now all of a sudden, I'm freaking, you know, pouring concrete and working with masonry work and carpentry and all this stuff that I never knew before.

So I got to learn a lot of stuff during that time.

I worked with him, but I was, you know, making 150 a day, cash under the table.

So there wasn't really, like, I was making a bunch of money.

But, you know, at that point, I was like, I was making decent enough money.

I was able to pay my bills.

I was able to go out and have some fun and all that stuff.

And I was learning, which was the important part.

So I.

At that point, I thought I was going to get into general contracting, and I found I was really good with my hands.

I was really Smart.

I can figure things out pretty quickly on how to build stuff.

So I figured that's where I was going to go.

I had a buddy of mine, Dylan, he was working with me one day as a.

Just kind of a day labor.

We needed some help moving some concrete bags or some.

And I started talking to him.

He ends up working for us for like a week.

And during that week he's like, hey, dude, I, you know, I'm gonna go to this interview.

I found this company on Craigslist, which was a company called Service Champions out here in Southern California.

They're, you know, now they're a billion dollar plus business, but they're going to teach me how to be an H Vac tech.

They're going to give me my own van, they're going to give me benefits and all this.

And I still remember telling him, when he first told me, I said, this is in 2014 and about the end of 2014 or something like that.

And I said, I'll see you next week when you need work.

Like, there's no way.

This sounds like bullshit to me, you know?

Yeah, this is a scam.

Scam, yeah.

So like, you know, it was a phone call.

It would say scam, likely on the phone, you know what I mean?

And so I'm like, whatever, see you later.

Well, I didn't see the guy for a little while.

Fast forward February 2015.

I had a Super bowl party at my house.

It was the Seahawks and Patriots, I believe were playing.

That was a game where they, they should have fucking ran the ball on the two yard line, but they didn't.

I still want that money back from Pete Carroll on that one.

So, yeah, he's at my house and, and he had got out of training and he was already a technician.

And he started showing me his paychecks and I was like, you know, it was almost like Wolf of Wall street, right?

Like, you show me your paycheck making that much money, I'll quit my job today, right?

So he showed me calling in.

Yeah.

And I was like, dude, I was like, this idiot can make this much money?

Then I'm gonna go, I'm gonna be okay.

So I went and interviewed and.

And he's probably might listen to this, but whatever.

So I got into, I got into Service champions in March, March 2, 2015 or something like that.

I believe it was.

They finally hired me through the interview process.

They wanted to make me an installer.

I was like, no, I want to do what he's doing.

I want to be a technician.

They're like, well, you're good with your hands.

And I said, well, I'm doing my hands, but I could communicate too.

I said, just give me an opportunity.

And I still remember, like, getting into service champions.

They showed me the pay plan, like, a couple days.

I think it was like, day one or day two of training.

They show you the pay plan.

And I still remember calling my girl.

I was like, you're never gonna have to work another day in your life.

She's like, what do you mean?

I'm like, they're gonna pay me this much money to sell this.

Like, it was way too.

And so I got to figure out, you know, what this industry is about.

Right.

Obviously, you got to serve people.

You gotta do things the right way.

And that was one of the big things they taught.

But, like, if you do things the right way and you're a good communicator, you get to make a lot of money.

Yeah, absolutely.

So I got out of training in, like, May.

May or June 2015.

I think June was my first month in 2015, and my very first month in the field.

I kicked everybody's ass, everybody in the company.

I was number one the very first month.

And.

And then we're in part of an organization called Airtime 500.

Sure.

Where it's like a national ranking.

So I ended up my very first month in the field.

I ended up winning number one in the country as a technician nationally, which was pretty cool.

So, like, I found, like.

I was like, dude, I finally found something where I can use my communication skills, I can use my processes, use my confidence, and then I can make more money.

Because all the other stuff I was doing, like, you can make decent money or make a little bit of money, but there was never, like, it was always capped.

Right.

Like, really what you can make.

And then I found in H vac, there was no cap to what I could make.

If I wanted to work extra hours, work extra days, sure, I could run more calls and get a higher tickets or whatever.

The only ceiling is your own limitations.

Yeah.

So that was 2015, and I just worked my way up.

I fell in love with the trade.

I fell in love with the, you know, figuring out the technical side, figuring out how to.

How to communicate better.

And then, you know, I really wanted to get into sales.

So we were only.

I was only able to sell parts and repairs and stuff like that.

And I'd had to turn leads over, but I wanted to be the sales guys.

The sales guys are making a half a million plus a year.

They're driving nice cars.

They got all like.

I'm like, dude, I want to do whatever.

Whatever the hell they're doing, I'm gonna do.

I'm gonna practice till I could be as good as them.

And it didn't take me that long.

I just kept literally putting my head down, listening, practicing.

I go home at night.

I'd practice when.

When.

When no one was around, everybody else is out drinking.

I was at home practicing.

Communication skills, tonality.

A process.

I would, you know, I practiced.

Objection.

Handling.

And I'd practice all that stuff.

And very quickly, I became the top sales guy in the country.

And, you know, I would win it a lot.

I win, like, six months in a row.

When I finally, finally let me be a salesman, I didn't really lose.

Like, I just kept winning.

And I was doing really well.

Rolling out of summer 2000, I think.

17 or something like that.

My boss at the time decided that he wanted to change the pay plan, and it was going to fuck me.

And I was like, I'm not interested in this.

I'm not going to do the same job for less money.

It's not going to happen.

And that's when I got an opportunity to go work at another organization, another competitor down the street.

So.

And it was kind of a cool story.

The guy's like, hey, come to breakfast with me.

I come to breakfast with them, eat breakfast with them.

And he's like, let's go to my office.

He shows me.

The office shows me his staff, introduces me to everybody, and I go to leave, and the dude, you know, the guy comes up to me.

He's like, well, let me know when you're ready.

I was like, dude, you never made an offer?

Yeah.

Ready for what?

Right?

You know, there's no offer.

There ain't nothing ready for.

So he's like, you can't sell a.

Sales guy without legit conversation here.

Yeah.

So we said, go call your wife and pack your bags, or I'm gonna fly you guys out to Hawaii.

We're gonna go hang out.

You know, he lived in Hawaii, his businesses in California.

He's like, I'm gonna fly out to Hawaii, and we'll just hang out for a week and we'll discuss while we're there.

And I'm like, dude, I. I never really had money in my life.

I've never been to Hawaii.

I know.

Like, dude, I was like, I've never been like this, and I'd seen anything like this.

And I go home and I tell my wife, and she's like, are you sure he doesn't want to you or what's going on here?

Like, no, right?

No, no.

Rich white dude just flies a random dude to Hawaii, right?

Unless there's something else going on.

So obviously we were joking about that, but we ended up the next thing you know, I'm, you know, I first class flight with me, my two kids and wife and we're heading out to Hawaii and he purchases in a presidential suite.

He gives me his Range Rover to drive around on the island.

And then he starts offering me money to come run his business.

And.

And you know, I didn't realize, I thought every business was the same.

So I figured like Service Champions, the same as this company and this company, which you find out later that every company is different.

And most of them are disorganized and.

Most of them suck.

Yep, most of them suck.

Right.

But I didn't know that.

So I'm like, this guy's got money, he's got a freaking nice house, got nice cars.

He's, you know, he's going to pay me some money.

So I went back home and I quit.

And that was probably the best decision I made.

I went from, you know, a good company to a not so great company.

But it allowed me to see the other side of business because at Service Champions, I was just a sales guy and that's all they were going to let me do.

Sure.

When I went to the other organization, I was the service manager, the sales manager, the salesman.

I was almost pretty much a gm and I was helping dispatch, like I was working with vendors.

I got to work with everything within the business and kind of got to see the ins and outs of it.

And that's kind of what gave me the confidence.

So like, this is 2000, end of 2000.

We started the business 2018 or 19.

2018.

So yeah, at the end of 2018, my brother had started.

He's in the room here with me.

So my brother started working with me a couple months before that.

I think it was June or like beginning of June or late May 2000 and 2017 or 2018.

And he starts working with me.

And the guy, he.

I didn't realize how shitty they were paying the technicians, like the hours they're making, the work, they're screwing them on pay and all this stuff.

My brother starts telling me all this stuff and I guess he like, the guy started talking about my brother and that's when I was like, all right, we'll kind of like this guy, right?

So, yeah, this is like end of end of July 2018, and me and my brother, my buddy, were sitting at a pizza shop at his pizza shop, and he's like, dude, why don't you just start your own business?

Yeah.

And I never really thought about it.

I'm like, you know what?

It.

I'll start my own.

And, like, literally a couple days later, we came up with a name.

We got logos, we got a.

We got a website going.

We got all this stuff going.

All of a sudden, like, five days later, we got a business.

And then I had to figure it out.

I quit my job.

I was making over half a million dollars a year selling air conditioning, and now I got to figure out how to run a business with no income and kind of wing it, you know?

Sure love it.

Yeah.

So that's kind of how we got to the point of starting the business.

So, yeah, it was August 2018.

I started with $10,000 and a open dream and an ability to sell, and that was about it.

Right.

Well, it sounds like with the very.

One of the very first things you said on the podcast today was entrepreneurial seizure.

So it definitely sounds like you've read Michael Gerber.

So a little bit of that.

Some.

That's like his.

His phrase, right?

So, yeah, you know, the.

The just building it from the beginning.

Right.

Begin with the end in sight.

And so clearly working in all those different elements and running the company and bringing you in to kind of turn things around, you were able to touch so many different pieces of the company.

So, And.

And your ability to develop those systems and processes.

Let's talk about that for a second, because I feel like that might be a great segue into where you're headed now.

You know, kind of the next move is, you know, sounds like you have a long history of developing a consistent system and process.

Obviously, that makes the.

The homeowners and the clients, their experience with the company consistent.

So obviously that turns into something that's scalable.

So talk about your.

As you develop these systems, you know, how.

How do you recognize a place that needs improvement and, you know, kind of what's your thought process as you're developing a system for the different elements of the company?

I mean, as you're growing, right?

Like, it's.

It's.

It's trial and error.

Right?

Like, so obviously I had bits and pieces from both of the places that I worked, what worked and what didn't work, but obviously I know the sales side and the service side and that stuff, and I still had to learn the office stuff.

So it took A little bit of time before we kind of realized, like, how do we get the right calls on the board?

How do we scrub the calls?

How do we market?

How do we do.

Like, there's so many elements of running a business.

So, like, everyone's like, always, like, I'm gonna start my own business.

I'm like, okay, how are you gonna get your first customer?

Your mom, your brother, your sister?

Like, is that how you're gonna get your customer?

Okay, but after that, when.

When you run out of family members and friends, what's gonna happen?

Yep.

Where market's done, what's left?

Yeah.

Then you got to figure out how to market it.

And when they do market, you got to figure out how to answer your phone.

If you don't answer your phone.

Right.

It can be right.

Then you have to.

Then you have to get out there.

You got to service it.

You got to make.

Like, there's so many variables that go into it.

So, you know, as we.

As we grew, we had to figure it out.

So, like, we went.

We started in August 2018.

Between August 2018 and January 1, we had done over a million dollars in revenue from nothing, from scratch.

So, like, we were growing, but, like, we were growing fast.

We were selling a lot of.

But, like, there was no process in place.

It was just, like, flying by the seat of our pants.

Right.

And then, like, heading into 2019, I knew that I had to start putting some processes in place.

But even then, it was still wild, wild west.

Right.

Like, we did 2019 was our first calendar year, and we did over $5 million in revenue and.

And literally from nothing.

So, like, along the way, like, there's.

There's trials and errors, there's lost money, and there's all these things because you only know what you know.

And I think that's one thing that I.

That I really stress on contractors now, and that's what we do through profit rocket, is we hope to catch them young before they get to scale.

Right.

I got to $5 million with, like, no idea how I got there.

I just figured it out, and obviously, there's a lot of money doing things that way.

So, you know, that's one thing that I teach now.

It's like, I'm like, okay, well, how do we control it before it gets uncontrollable?

Because we went from 5 million and to 12 million the next year, and then just kept growing and growing over the last couple of years.

So processes and procedures matter.

And I think now, you know, as I just sold my business, like, I haven't really been involved in the day to day in the business in a while because you put a process in place and you have your manager just kind of enforce it.

Right.

Love it.

So let's camp out there for a minute because I know there's a lot of listeners that are in that world of one to five, somewhere in between not even doing a million and up to that $5 million wall.

And when you say you started from zero to a million in six months, that's huge growth compared to.

Or.

Yeah, so August.

Yeah, that's a lot.

So where did you get those first clients?

You know, how did they come in the door?

And then for this, your first calendar year to do 5 million, obviously word of mouth is a lot, but you have to have more than that.

You know, what's a, what's a good nugget for somebody just starting that wants to grow at their that level?

Well, the first thing is you gotta grow a pair of balls, right?

Like you gotta grow a pair of balls and be willing to invest in marketing, right?

So it's really hard.

So I talk to a lot of people and they're like, well, I'm just word of mouth.

And like the reason you're word of mouth is because you're first off, you don't charge enough anyways to be able to market.

Right.

But then also when you do market, like, you don't know those customers to your conversion rate so low that you're not very successful.

So I wouldn't suggest spending too much money on marketing until you understand how to actually convert new customers into replacements or into a.

Obviously a gross profit, you know, a gross profit event.

Right?

So like when you're really looking in a business, you're looking at how much gross profit am I making per transaction, right?

And if you aren't making enough gross profit per transaction, you can't really market.

So obviously when I first started, the first thing I did is I texted every single person that I've ever talked to in my phone.

Like every single person I was in every group chat, every text message, every ex girlfriend, everybody that I ever talked to, I texted, said, hey, I started my own business.

Let me know if anybody that know anybody that needs air conditioning.

Right?

Right.

And I still remember my first client came out of a random flag or fantasy football group that I'm in.

I don't even know any of the guys in there.

Buddy for mine from high school invited me into the fantasy football league and this guy Nate was the first one to say, hey, My AC is not working.

Yeah.

So obviously we headed out there and I, I mean obviously I'm like, well I gotta sell this goddamn thing because I don't even know, like, I need some money.

So like, you know, we sold that job and that was our, that was our first job that we've ever done was, was that one.

And it's kind of funny.

So like when I first started, I didn't have credit card processing set up and I was using my buddy's pizza.

Pizza.

Pizza place had a, had a square account.

So we got done selling the air conditioner and we had to run it under square and it come up as Magic Mike's Pizza.

The guy's like, dude, I just bought a nine thousand dollar pizza.

What the.

So that was, that was actually a pretty funny story.

But yeah, so we didn't like, like I said, we didn't have anything set up.

We, we came up with the idea, five days later we're doing our first install.

Yeah.

And you know, it's under, under the pizza place name and all this weird.

And so yeah, so that's how we got our first customer was that.

And then we were like, okay, well we didn't.

So funny story is like we did a million dollars before we ever had a license.

So I didn't have a contractor's license.

So like during this whole time I had no plan, no idea starting the business.

So during that time I'm trying to get my contractor's license at the same time.

I hadn't even hit four years.

I haven't yet hit being four years of in the industry and I hadn't even hit that yet.

So like I keep sending in this application, it keeps getting kicked back and kicked back.

So I got no license.

So you can't buy equipment.

So like you can't go to, you can't go to a parts house and get equipment.

So I'm having to buy equipment through my buddy Andrew, which is funny.

Andrew was just here today.

He came in for some business coaching advice today, which is funny because I used to use his equipment, his license for the.

To get equipped.

So like I would call him and say, hey Andrew, I need equipment.

Well, in the beginning it wasn't a big deal, but I started buying more equipment than he was buying.

So he was delivering more equipment to me than he was delivering to himself pretty quickly.

So yeah, so I had to, I had to borrow, I had to use his license to get equipment.

Obviously I can't do.

You can't really do much financing because you don't have.

You don't have a contractor's license, which means you don't have insurance.

You don't have all the stuff you need to have that.

So a lot of it was a big challenge in the beginning, but I did find out that you could advertise on social media and you can advertise on.

On Yelp without a license.

Well, you're not supposed to do any advertising license, but I was able to do it.

I was able to set up an account.

So we use Yelp early on to get leads, and we also use Facebook and social media or any kind of social media to get leads.

And that's kind of.

That's kind of what we did.

And then obviously word of mouth and all that stuff spread, but most of it was, hey, how do I get into.

I would get into the.

The Next door app and I'd go ahead to people.

And then in my local community, we had.

My buddy had a pizza shop.

So we put flyers on every single pizza that went out and tune up specials.

Oh, beautiful.

We did a bunch of different guerrilla marketing stuff just to get our name out there.

But we, like I said, we grew fast.

And everybody's like, dude, what the hell?

Like, dude, we popped up overnight.

Everybody's like, what the.

Like, what the hell happened?

Like, how did this.

Where this guy come from?

What's going on?

He's got all these.

He's already.

Exactly.

I thought the same thing.

I'm watching you on Facebook and I'm like, where the hell this guy come from?

Well, and that.

And that's something that, you know, that I.

If I was to circle back again and I would say, what was the key to my success overall?

And it was social media.

So, like, before it was cool to post videos all day.

I would post videos all day about my business, and people started following it and, and enjoying it.

And like, dude, what the.

Like, how is this happening?

How are you growing?

And I'm like, I would probably, hey, I got a new van.

I got this.

We just hired more employees.

We just got this job.

This job.

And we posted everything on social media.

And that's how I created such a big following.

Right?

I love it.

I've actually.

So I. I was a viewer from Austin, Texas, this whole time as soon as it started because, you know, I've been in different H Vac Facebook groups and that kind of stuff.

And so to.

To watch this journey from the beginning.

And.

And that's true.

That's for everybody listening.

One quick caveat is closing now.

Does not necessarily support any.

Everybody going out there and working without a license.

So clearly this is a great origin story.

And I'm sure Victor would say, dude, I'll tell you.

I'll tell you.

I'll tell you a funny story.

So obviously, like, we didn't have our license until end of January 2019.

And so, like, before you get your license, if you don't have a license, you can't get insurance.

You can't get a bunch of.

So, like, we're operating without insurance.

It's just.

It's the wild, wild west, dude.

And I'm scared of.

Because I keep trying to get the license and finally I get the test date.

Finally get a test date.

I go, I pass it.

First time, no big deal.

I get back, I get done with them, got my.

Got my license.

I call, get the insurance, dude.

Two weeks.

Two, three weeks later, max, we destroyed this house.

Like, it was like a 3, 4 million.

3 or 4 million dollar home.

And it was a sprinkler line.

And when we're in the attic, they broke the sprinkler line and just water.

Like, we.

We just got barely done finishing that job three weeks ago.

This is four years later.

Okay, so we bought this.

We bucked this house up.

So I still.

My brother's in here.

My brother was a.

Was the.

I guess the lead installer, if you can call him that is like, that.

We had the bad news bears of installers back then, and my brother was running the pack, and that wasn't good.

And like I said, like, we.

It's wild, wild west, man.

We just got to get in.

And.

Right.

If that job had been a month prior, man, we wouldn't be sitting here right now.

So I'm sitting in my office.

I'm sitting in my office.

I get a phone call from my brother, and he's like, there's water everywhere.

I'm like, what the do you mean, shut it off?

And then he hangs up on me.

And so I'm in my office, I'm crying, and I'm like, dude, I'm like thinking, I got to change my name to absolute air or some.

I gotta change everything.

We're like.

And so I call my insurance people.

They're like, oh, don't worry, you're covered.

I'm like, oh, thank God.

Yeah, yeah, exactly.

So cautionary tale.

Everybody get your damage.

There's no excuse for being unlicensed and underinsured, because that.

If that had happened, I mean, clearly we wouldn't be sitting here.

I'm Like, I said every.

I'm everything that everybody talks about, right?

Like, he's on license.

What happens if they flood your house?

What?

Like, all that.

You know what I mean?

So I don't suggest it, but, like, you know, this is the United States, man.

I got to make money.

I got to feed my family, and I had no opportunity.

So, like, some people are like, I can't believe you did that.

I'm like, well, you either can feed your family or not, and I want to feed my family.

So, yeah, don't.

Don't let it stop progress also.

But it was.

It was kind of funny because I go to get my contractor's license, and I'm talking to the people in there with the gender license, and, like, I want.

I can't wait to get my license.

I'm going to do this.

And I'm like, yeah, I already got 10 employees.

I'm like.

They're like, what?

I'm like, what the fuck?

Right?

Well, and there's.

And there's lots of ways around it.

I mean, literally a TM locally here, just the other day, he's like, hey, I'm keeping up my license.

When you're ready to start your business, just, you know, we.

You can use it, and we'll, you know, you can keep it up.

And it's.

There's tons of different ways.

Yeah, there's ways around it, but.

But, yeah.

So, I mean, obviously, I don't suggest it, but it's, you know, it's part of the.

It's part of the journey.

It's part of, like, you know, I don't like to sugarcoat too much.

You know what I mean?

Oh, yeah, no, it's good.

Well, and that even better, though, is everybody figuring it out by mistakes.

You either win or you learn.

When you adopt that mindset, you don't lose.

You know, you can move forward and make it a learning moment.

So.

Oh, my gosh, I love it.

So at what point in the growth did you come up with profit rocket and really have that moment of, like, I can teach this scalability and this type of growth and model to other people so they can be successful, too?

Like, where did your trainer hat switch?

Where.

Where did.

Where did you develop all of that?

Or was it gradual?

Or is there, like a spec moment for you?

So in.

In 2020, I actually started my.

I started a marketing company.

So I had a business partner of mine.

He was.

He was good at.

He actually had a AC business out in Utah, and me and him met at a business like A business development training out in Dallas.

And while we were there, he was showing me what he was doing with Facebook and how he was able to generate a bunch of leads for his.

For his business out in Utah.

And he had done it for his business.

And I'm like, could you do this for other businesses?

Right?

And so we started generating leads from absolute airflow.

This is in 2020.

And I'm like, well, we should create a business out of this.

Well, we started a marketing company called Service Hero in 2020, me and him.

And when we started that business, like, we got 100.

100 companies signed up within, like, I don't know, within a month we had 100 customers, right?

So we had 100 and some thousand dollars in recurring revenue.

Right away we had all these leads coming in.

But what we found, and obviously my background is sales.

His background was sales, but we weren't.

So we didn't know that so many contractors in the home service space suck at sales.

So we got them all these leads like any marketing company, right?

Every market come and get you leads, but if you can't convert them, you're going to burn your.

You're going to burn all your money.

So, yeah, and then they're going to say, hey, your leads don't work.

Your leads suck.

Right?

But I'm running the same leads and I'm selling.

I'm selling millions of dollars.

So it's like, okay, what the hell is going on?

So that's when I, you know, started coming up with the idea, like, man, I should start getting into training.

But I was also busy, right?

But you know, keep in mind, growing a business very fast, it cost a lot of money, so a lot of money.

I mean, I was buying truck after truck and growing and all this stuff.

So obviously, like, cash flow is.

Is king, right?

So, sure, I found that I can start.

I was starting to do training for companies.

So, like, I would have people fly out for training.

Well, I was doing that to help grow my business.

So, like, I would make 40 grand in two days and I'd put that into my business and grow it.

And grow it and grow it.

Sure.

And so I started doing training and, you know, I think end of 2020, early 2021, is when I started really, like, ramping up the training classes.

And at that point, at that point, I created a pretty big following.

So I was getting a lot of training.

And during that time, we were also planning a big event in Vegas.

So we started doing training, and that was when we created Service Hero Academy, which is our original training company.

So in 2021, we started service Hero Academy.

Then we had our big Service Hero event in Vegas.

And so we grew this big.

Grew this big training company, and we were doing really well, but my partner just was never in love with training, and I was never in love with marketing.

Right.

I didn't like the marketing side.

He didn't like the training side.

Sure.

So, you know, it kind of came to a head in 2022.

So last year and around.

Around this time, like May 2022, like, we finally were like, okay, like, this shit ain't working out.

Like, we had created a.

We had created Service Hero Academy, which is an online training platform.

His.

The marketing company was struggling, and it was just kind of like, always a fight back and forth.

Like, I'm trying to grow this big training company, but he wants to spend the money on the marketing.

It was back and forth.

So finally we're like, okay, let's.

Let's separate, right?

So we separated it too big of a struggle.

22 and I launched a company called Service Rocket, and Service Rocket was supposed to be the name, and we started marketing the out of Service Rocket.

And then we had our service.

We were supposed to have our Service Rocket event in October last year.

And we go about three, four months at Service Rocket, and I get a letter from an attorney saying, hey, there's a trademark on that name, and the guy wants you to remove the name.

So cease and desist.

And I'm going into my event where it's all branded Service Rocket.

So I'm like, what are we going to do?

And.

And I talk.

I actually ended up meeting.

Talking to the owner of Service Rocket, the actual owner of the trademark company.

And he's like, to be honest, I don't really give a.

But he's like, I'm getting death threats and all kinds of stuff saying that I stole your name and people were threatening me because he's like, I don't even know who you are, but, like, you have blown the damn name up.

Like, the searches for a Service rocket have gone, like, insane, right?

Yeah.

I don't know what the.

I don't know what the fuck you're doing, but you're doing a great job.

This is great for my business.

But he's like, it's causing.

It's causing my business issues, right?

So, like, we.

So we're like, okay, so now we're like, we got to come up with a new name, right?

So, you know, right before our event last year in.

In October, we Came up with Profit Rocket and then we didn't even announce it until the event.

So people going into the event thing, it's the Surface Rocket growth Summit and when they get there, it's Profit Rocket everywhere.

Because I didn't want to announce it to before and it was, I was.

Because it was Service Hero, then Service Rocket and then I'm like, I don't want to announce another name until we get there.

So.

Sure.

Technically turn into an event, make it a big launch, right?

Yeah.

So like we had a thousand contractors come into, into Vegas last year and we threw a massive event.

We had some, you know, amazing speakers.

I mean I had like, the speakers were amazing.

We had big after parties.

So that's what we're known for, we throw big events.

Right.

So we threw a big event in, in in Vegas last year and that thousand people showed up.

And that's when really when Profit Rocket launched.

The build up to the event, we had been building out what's called our Profit Rocket Business Blueprint.

So it's like we literally took everything inside of my brain and my business partner's brain and my brother's brain and we put it all into video form and gave you access to everything from every SOP you need to run a business.

Call scripts, call procedures, how to run calls, how to, how to, you know, how to overcome objections.

How do I understand financials?

What are the KPIs?

Like it's pretty much a, what's it, a franchise in a box, right?

Yeah.

So we came up with this idea, we built it out, and then we launched Profit Rocket Business Blueprint at the event.

So I guess the real origin would be, I guess at the event last year in October.

That's when Profit Rocket really started.

And then, you know, it's taken off like crazy.

And now we're getting ready for our big event in, in September in Austin.

In Austin?

Yeah, in my hometown, where I'm at right now.

So I'm super excited about that.

That's part of why I wanted.

The timing is perfect to have you on because one, to make sure to tell everyone about the event and to make sure that they have the access to, to get tickets to come.

How many attendees are you expecting for this one?

If last year was a thousand, what do you think it's growing to this time?

We're expecting about 2,000 people in Austin.

Okay.

It's about double.

Yeah.

So we're looking to double it.

We rented out.

What's the hotel call?

The Fairmont Hotel in Austin.

So we got the whole Fairmont, we got some really amazing, not only industry speakers.

So some of the guys that have built some of the biggest, best countries and companies in the country.

I have some speakers that have started their businesses in the last five years and scaled them from fit, you know, from zero to $20 million in, in different markets throughout the country.

I have some guys that are like real estate investors to help, you know, help contractors and people learn how to invest their money into real estate.

I have some motivational speakers like Andy Elliott, Wes Watson, Bradley.

A bunch of those guys come in and I got some, you know, just amazing.

I got a really amazing lineup of speakers.

And then, you know, we throw big after parties.

That's kind of like what we're known for.

So I got some big perform big performances, like musical performances from big nine people.

Big name people are going to be for the after parties.

But the big thing with the after parties is like how do.

Like that's where you get to mingle with other people in your industry and kind of get the great ideas.

And I always tell like people like that's like where the magic happens.

Like the stuff on stage is great.

There's a knowledge like we're putting up something that's going to be for.

It doesn't matter if you're just a regular office staff employee, a sales rep, a business owner, just an entrepreneur or someone that just wants to better their life.

It's going to be something for everybody.

And yeah, so that's where we're pretty excited about it.

It's going to be September 27th through 29th of this year.

Perfect.

Perfect.

Yeah.

Well, the years and years ago when I first got into H Vac, the, the owner of the company I was at, it's my first year in sales and he sends me off to the first training event ever went to and it was, it was ACCA related.

So ACCA related hands me the company credit card and says learn as much as you can during the day.

He said, but go to the bar after the event and buy drinks for all of the speakers and they'll.

That's where you're really going to learn the most.

And 100% can reinforce what you're saying.

I agree with that.

Those are the biggest nuggets that transformed my career.

Was just sitting around after the event with all of the top leaders and the speakers and just be like, hey, can I buy you a beer?

And then sure.

And then ask them a question.

And so you're right, that mingling portion is to get to row Bellows and connect with those, with people.

It's invaluable.

I think that's one of the biggest things and one of the biggest failures of most entrepreneurs is they don't reach out and talk to people that have already done it before.

Right.

Like, we have, we have egos and we have our, you know, mochismo and like, I can do it all myself and pound our own chest.

And yeah, there's already people that have been through the same struggle you're going through, and you don't have to spend the extra money.

Like, they've already went through it.

They've already paid for the education, they're willing to teach you.

You just have to step out of your own comfort zone.

And I think that was like, because of the struggles that I went through with my business and, and like I said, everyone thinks it's rainbows and cupcakes and all that.

Growing a business, especially growing it that fast, dude, there's so much behind this scenes stuff.

There was millions of dollars that were lost.

There was bad decisions made, there was good decisions made, there was bad firings, bad hiring, all.

And like, if obviously I have a book that I'm working on, when the book comes out, you're like, holy, all that stuff.

Hat, like, even right now, I can't even, like, put it all together.

There's so many different pieces to it.

And I'm trying to, like, I'm over here and over here and over here, but, like, sure.

There's so much stuff that's happened in the last four and a half years that, like, people would be like, what the.

How is this even possible?

You know, like from, you know, all of a sudden, like, I remember in 2020, I'm on a private jet with Ken Goodrich flying to the super bowl, and we're hanging out at freaking.

We're hanging out, I'm with Ken Goodrich, we got a freaking table on the bar with Post Malone, and I got freaking Cuba Gooding juniors passed out at our bar.

I'm taking shots with Ken Griffey Jr.

Baseball player.

Like, all these, like, crazy that, like, I'm just a normal dude like everybody else that just happened to happen to me because I put myself out there, right?

So there's just so many things that can happen.

And when you get around people that are successful, like, success leaves secrets and you can just start asking these people questions.

And that was part of the reason why I created the Profit Rocket Business blueprint was because, like, dude, I had to go through so much to learn all this stuff, I'm literally saying, hey, take all my pain and my millions of dollars of loss.

And I'm like, here's everything and if you can follow it, you can not.

You don't have to go through the same hiccups and stuff that I had to go through.

I love it.

So with the blueprint, is there a coaching piece along with that?

Is there different levels for.

Tell us a little more about that.

So there's a business blueprint which is like we have like 500 and something videos in there.

And like I said, they have every SOP call script, like all the things you're trying to create yourself.

We already have it created stuff that we use in my business and that have used throughout the business and throughout the country.

So we have all that in there.

We have videos, we have sales training, we have objection handling like everything you can think of is in there.

And then we're adding videos constantly.

So like our, our members will say, hey, I need a video on this or I need a training on this.

We'll add training in there.

And then it also includes monthly training where you have to jump on a zoom call and you get to ask questions.

We got a, we got a group that's got a forum in there where you can ask questions and stuff like that.

And then we do some one on one coaching and stuff like that.

But you know, it's, it's constantly growing.

We.

The, the blueprint also includes a bunch of discounts and rebates and all kinds of stuff with vendors.

You get to get, you get to get like my exclusive marketing people that I use for all my stuff.

So you'll know exactly all this, all the stuff that I use in my business every day.

So it's well worth every penny of it.

It's just a lot of people aren't willing to invest in themselves.

I guess that's it.

You're right.

That's the best investment anybody can make is in yourself.

You know, you never, you can never lose it.

And it's like your forever ability to grow and learn and up level.

You know, as we increase our own personal growth.

That lid, you know, we're constantly moving that lid higher and higher and yeah.

Expand our vision.

So I love it, man.

What is a.

So there was actually a question that came in from, in my Facebook group.

I put a post in there a little bit ago when we booked this, like, hey, I'm gonna interview Victor.

What do you want to ask him?

So the one that really stuck out to me was how this is from Joe Nolan.

He's like, how do you keep such motivation and fire and drive while it on the outside seemingly burning the candle at both ends as you're growing all that?

So can you talk to that a little bit?

How do you keep the motivation?

Yeah, how do you, how do you stay so like, so motivated and so just consistent in your activity across time while it's just like without hidden burnout?

I mean, I think it's just trying to figure out like what your why is.

Right.

Like, you know, there's, there's a why of chasing money.

Like, yeah, dude, I love money.

Like, I enjoy it, but like that's not what I wake.

That's not what wakes me up every day.

I think now it's, it's kind of, you know, I got a chip on my shoulder.

I always have.

I mean, it's just competitive nature.

I've been since I was a kid, I've always been competitive.

But for me it's just legacy.

Right.

Like there's, you know, in any kind of industry, in any, anything you do, there's like a, like a Mount Rushmore, right.

Of every industry, like these are the best of the best.

And I think at 34, I've already put myself pretty high up there and I don't really like, I look for me it's more legacy.

Like I want to be known as the best has ever done and also I want to be known as a person that's helped more people become millionaires than anybody else.

You know, I've already helped a lot of people become multi millionaires and I'm going to continue to help people become multimillionaires and, and hopefully along the way, like, you know, we get to have a lot of fun and I get to take care of my family and my friends and, and enjoy it.

So I think what wakes me up every day is, is, is more at this point is legacy than anything else.

Like I, I just do not like to fail and I do not like anybody to beat me.

Love it.

Love it.

That is powerful, man.

And yeah, thanks for, thanks for sharing that.

It's huge.

Last, last thing is you talked a lot about, you know, come in front.

So focus of my training is typically just really specifically sales.

And what's a nugget that they can.

Some of the listeners can apply immediately in their sales.

Little up level in sales.

Yeah.

So specifically for sales, mostly, you know, mostly comfort consultants.

Listen.

But also we've got business owners, we got techs.

So just with that sales focus, it's really a big difference for you.

The main thing is stop selling by accident, right?

So if you're selling by accident, you're always going to have ups and downs, right?

And if you don't have a consistent process that you do day in and day out, like, dude, I tie my shoes the same way, right?

Like, I drive to work the same way.

I do think, like, when I get in a house, I don't care if a customer, like, brings me over here.

Within five minutes, I'm back to my baseline where I need to be.

So if you want to be successful, stop having.

Stop having things happen to you and then create.

Create the outcome.

So, like, for me, you got to get.

You got to get a process in place.

Figure out what works and when it works.

Stick to it, and don't, don't.

Don't waver from it.

So, like, if you come to one of my calls and I'm 30 minutes into the call and you show up every single time, I'm gonna be in the same spot.

Yeah, I. I'm telling you, I control the call.

Everything I say and doing, every say, anything I say and do in the house was.

Was already thought of before.

I don't practice on customers.

I've already practiced at home.

You got to become a professional.

When our professionals aren't practicing, when they get to the field, right?

They're already.

They already know exactly what to do.

So I think the biggest thing is stop selling by accident and create a process that works.

And then that's the only way you're going to dominate your competition on a consistent basis.

And that's.

That's kind of what I.

That's what I teach.

If you're a con, if you're a sales guy, technician, whatever it is, I will double or triple, triple your average income.

Like, I will.

Like, the guys that come work with me, we.

I change your life, and you can follow my process, and I teach it.

So I dumb it down to make it super easy.

And by the time they leave, they're like, why didn't I think of this?

So get a process that works and stop around.

Start, like, do not let.

I don't let anything control my mood.

Like, when I get in a house, I'm there for one reason.

And I always tell people, like, I'll build a tent in front of their house, dude.

I'll wrap my legs around their chair.

We're buying something today.

Because I have a feel, like, I have a belief that if someone called me out to their house, they meant to buy Something.

And the only reason they're not buying something because I up and I. I ain't interested in.

Huh.

Love it.

Love it.

That's fire, everybody.

There's some massive, massive nuggets there.

So the.

What I'm hearing also is your, your posture, Your posture surrounding showing up, showing up intentionally showing up on purpose.

And, you know, people buy off energy, man.

Like, right now I could probably sell you whatever I want because I'm like, you're listening because of my energy and how I talk and my tonality and the way that I come off as confident.

Right?

This is.

This isn't my first interview.

This isn't the first time I've been asked this question.

I practice it.

I know what I'm going to say.

Like, the biggest thing is so many people in life are practicing during the day when they should be practicing at night, when no one else is watching, right?

And I don't have to run calls.

Like, if I go put everything.

Every time I ran a call in the last two years, I've sold it, and I sold it for well over $20,000.

Every single day, single call.

And it's like riding a bike for me because I. I practice so many damn times.

You can give me an objection right now, Any objection.

I guarantee I have a rebuttal on it within a half a second.

Sure, absolutely.

Anytime you have give me.

I mean, you can give me one right now.

We'll run it back.

Okay, well, let's do the man.

I've got to think about it.

You know what?

It's the biggest one, right?

Hey, Sam, before I got out here today, what were you thinking about?

Were you thinking about getting a new air conditioner or were you thinking that you want to wait on this for a couple months?

Well, you know, I was thinking about an air conditioner.

We probably wouldn't have called you.

Yeah, exactly.

My only concern is that right now is probably the best time I've seen to buy.

And you see, the weather outside is like 75 degrees.

Yeah, yeah, it's not hot yet.

So that's kind of why we're just shopping.

Well, that's the good thing about being 75 degrees, is the balls in your court right now.

Right.

As soon as it gets 100 degrees outside the balls of my court, because I'm going to be booked out weeks.

There's no reason for me to discount or any kind of incentives or right now I'm trying to help you out.

And I don't know about you, but I don't like paying Full price for anything, do you?

Oh, no, I'm always good with the sale.

So, Sam, while I'm here today, I'm going to save you a significant amount of money.

You're still going to get the same great installation, same great company.

My only concern, like I said, and it's up to you, like, and I don't care if you go with me or anybody else, but I suggest you make a decision pretty quickly, because right now you could save a significant amount of money.

And if I went to.

If I went to your wife and I sold you, told you you can save like 1500 dollars by doing it today.

What is she going to say?

She's probably going to say, why didn't I.

Why didn't I do it?

She's the same as my wife.

So, Sam, let's, you know, obviously there's some reason you're not.

That's holding you back right now.

Let's figure out what that is and let's move forward because I really would like to earn your business.

I want to keep my guys busy, and my main thing is I want to save you a significant amount of money.

Well, Victor, it sounds good, but, you know, my uncle owns a H vac company a couple states over, so I got to run this by him first.

Perfect.

And you know what?

Your uncle's probably going to tell you a little bit different than you live in California.

Right.

And do you think the cost of living is a bit.

Little cost of living is a little bit different here in California than where is he in Kansas City or something like that?

Yeah, yeah, he's in.

He's in Idaho.

Yeah.

So just keep in mind it's the regulations.

The gas is here, the more expensive.

The insurance is more expensive.

Doing business is more expensive.

So all that stuff is going to add up while I'm here.

How about you give them a call?

Because I would.

I would like to explain to them everything that's going on, everything that's going to go into it.

Because I think that if, obviously, you know, you're going to try to explain it, it's a little bit more complicated.

Like you're going to.

Like, you're not gonna be able to have the answers.

If we can get them on the phone right now, I'd explain to them all the things that we got to do.

But he's going to tell you the same thing, right?

He's going to say, how do you feel about the guy?

Right, Right.

Yeah.

Oh, yeah, absolutely.

And he's going to ask you about the reviews and, and what, what they're saying online about the company.

And you read all of our reviews, right?

Yeah, y' all made, you made the cut or you, you know, you wouldn't be here.

Yeah.

And keep in mind, Sam, you can you.

There's over a thousand different contractors here within about, probably 50 miles of here that you can choose from.

So no matter which price you get, you're only getting three out of a thousand.

And keep in mind, Sam, we're not the, we're not the cheapest and we're not the most expensive, but we're somewhere in between.

And I always pray with my hands when I do this right, we're somewhere in between.

But keep in mind, I charge exactly what I got to charge to run a five star business and be here ten years from now.

So you might be able to find some chuck in a truck that's going to do it for cheaper.

But this isn't a short term investment, it's a long term investment.

And I want to make sure that this thing lasts as long as possible.

And I want to make sure that if anything does go, half does happen.

We're here.

And I can't guarantee that if I charge any less.

So I can tell you right now, the cool thing is, Sam, you're not going to pay any less than your neighbor and you're not going to pay any more either.

We charge exactly what we have to charge to be in business.

So we can give them a call like, explain all the stuff that's going on.

The price isn't going to really change.

The only thing that's going to change is that you might, you might, you might want a different type of unit.

I'm guarantee if you call your uncle, he's going to tell you to buy a nicer one.

So you know, it sounds really good.

And you know what we were going to do though?

We were good.

We've got two more, you're the first in.

We've got two more quotes coming.

So we were going to compile it all and call him.

Then, you know, we can get him on the phone.

But we've got a couple more.

The, the other, the other cool thing, Sam, is that I've already done all the due diligence for you.

Like I said, I care and I always carry estimates in my bag.

I'll show you estimates from the cheapest guy, the most expensive guy in the town.

Like I told you, it doesn't matter.

There's going to be a somewhere in between.

I always tell people that, you know, you know, and I've done this in my house, right, where I got three quotes on something, and.

And then guess what?

I picked it.

I went through three quotes.

I went through all this stuff, I picked a guy, and then something went wrong.

Has that ever happened to you?

Oh, absolutely.

Yeah.

That's why we, you know, just want to compare.

So those three quotes don't really protect you from anything.

So, you know, I always ask.

And keep in mind, Sam, you want to get your three quotes, that's no problem.

Like I said, I just want you to be the most educated.

So when I'm done with all this, I want you to be educated on this.

And I don't care if you go with me or anybody else, but I can guarantee you're not going to get a better.

A better guy that's going to design the system, install the system, warranty the system, be here when you need it.

And I always tell people, like, you know, what is your gut saying, Sam?

Like, if.

If, you know, what's your gut saying about me and my company right now?

Well, I, like, definitely like what I've.

Seen so far, Sam, you know, have you ever had that time where you ever went against your gut?

I have.

Yeah.

How.

How'd that turn out?

It was never.

Never a good situation.

Let's just go ahead and get this done.

Like I said, we'll bite the bullet.

We'll get it done for you.

And Sam, guess what?

We give you a full year.

You can find someone that's going to do a better is or going to do a better job or better install or the same type of installation, same warranty, same guarantees, and they're doing it for less.

I'll even match their price up to a year after the installation.

Like I said, I already have a peace of mind that I know.

We're.

There's no one that's going to be a better company at a better price.

It's just not possible.

And we'll put that in writing for you.

So we'll get it done.

We'll get it installed right away.

You want to get your bids later?

Send me the bids.

I'll match them as long as they're apples.

Apples.

And you're putting that in the writing?

It goes in writing.

That's the cool thing with us, everything that we do is in writing.

It's not just me talking across the table.

We put.

We back up everything that we say.

Wow.

You want to.

Let's go ahead and Let me see your id.

We'll go ahead and get the get the financing started.

And like I said, we got a bunch of no money down options that none of our competitors can even touch anyways.

Because we do so many installations, the financing companies actually give us better rates too.

So I'm going to set you up on a fantastic, fantastic plan.

The cool thing is, Sam, because you're trusting with me, this is going to change the way you and your family live in your house.

I promise you.

So let's go ahead and get the financing started.

We'll get this thing.

Is tomorrow okay with you?

Or would you prefer Thursday?

You know what?

Let's just go and do it tomorrow.

Might as well.

Perfect.

That's it, man.

We just keep moving forward all the time.

And a lot of times the guys, they just will leave the batter's box.

And I just don't.

I don't leave.

And I always found that if I.

A lot.

Most guys, that first.

Objection.

They say I gotta get three quotes.

All they do is they get up and leave.

And guess what?

The guy after him, it's me.

And I just gotta pick up the check.

Yeah.

Oh, yeah.

Same.

Love it.

Love it.

That's, you know, that's so much is the.

As a society, we're conditioned to say no at first.

We're conditioned to not make a decision and just to be indecisive.

Did you guys know that the very first no is just testing you to tell if you're or not?

Okay?

So the first no is to tell if you have any conviction.

So like, I talk to my technicians all the time and they'll give repair options, right?

And they went out there and they saw all the things going on with the system.

They educated the customer.

They showed them the leaky fan motor.

They show them all the stuff going on.

They give them options.

And the customer says, I got to think about it.

And they say, okay, well, just let me know.

I'm like, dude, what are you doing?

If you showed them all the stuff, you could prove there's problems.

And the customer says, I got to think about it.

I would just say, you know, Sam, I'm just really confused.

You saw that fan motor leaking oil.

You saw the capacitor was testing bad.

I showed you all this stuff.

My only concern, Sam, is that you want to think about it.

What's going to happen is you're going to push this off until it's 100 degrees outside.

And this stuff is mechanically impossible to keep running.

All of a sudden it's going to break down.

When it's 100 degrees outside.

I can't get out there right away.

Now your wife's mad, you got no air conditioning, you're sweating your house, you're not laid because it's sweaty as in your house.

You really want to not get laid because of an air condition?

I don't say that.

But you know, but it's like, dude, it's like all these things and when you come back with conviction, they're like, you know what?

You're right.

But so many guys, they say that they give those.

Pass those repair options over and the first thing they do is walk away when they give them that.

Well, let me think about it.

That's because you had no conviction, dude.

Sales is a transfer of belief from one human to another.

And if you don't believe it, don't sell the product or don't offer it.

Agreed?

Agreed.

100.

It's that transfer.

And what the other thing that I love, if everybody's picking up on this is not only is it the certainty, the conviction, the belief, every single time we have had an objection here and we've covered something.

Listen to how Victor's tied it into not only the technical side, but it turned it instantly into a benefit for the homeowner.

Painting a picture of what life is going to be like either what it's going to be like if they don't do it.

And painting a picture of what life is going to be like once they do it, but only in a benefit statement has nothing to do with the technical stuff anymore.

So he ties it to that emotional tie down which is going to lock in the, that side of the brain to complete the picture for the conversation.

Yeah, and like I said, there's, you know, there's, there's a lot of different ways to sell.

In some ways some guys are different, some are the other.

But it all, it all like it stems down to, you know, is, is obviously knowing the product, right?

Practicing and then just believing in it, man.

Like, if you don't believe in what you're selling, just get the fuck out.

Just get some.

Go sell.

Go sell women's shoes or something like that album.

Go be a sissy somewhere else.

This is not, this is not made for sissies.

Well, but you also might not be working at the right company, right.

If you don't think your company's going to do an amazing job and back it up and do it.

Because I've been there.

Like I'm one of the company I worked at.

Like I, I would look at this customer's face and I'd want to have conviction, because I knew Service Champions was going to back it up.

And the next company I went to, I'm like, I'm sending my best guys out there.

I'm like, I don't know.

I don't know who's coming out here, but I hope they don't light your house on fire, you know?

You know, they get crew A and not crew B, because, yeah, like, I'm.

Like, I'm sending the best out there.

I'm like, who are you sending out there?

Like Pablo?

I'm like, oh.

I'm gonna come by and be there when these here just.

Yeah.

Sometimes your conviction and your sales are dying because you don't believe in your company.

You don't believe in what they're doing.

So, like, sometimes you might not be a bad sales guy, but it's impossible to have conviction in something you don't believe in.

Agreed?

Agreed.

Yeah, absolutely.

Yep.

Super, super important.

So, man, I love it.

I love it.

I love it.

Thank you so much for.

For.

For going through that with us and.

And those nuggets.

I hope you paid attention.

Listen to this section over and over, all you listeners, because.

And take notes, because there's some massive value that's.

I would.

I've literally paid $10,000 for a training session to get exactly what Victor just gave you guys for free, and in less than 10 minutes.

So I've spent an entire week learning exactly that and years and years of experience practicing to get there.

And so thanks for that.

That is amazing.

Yeah, man.

Like, obviously, it's all about helping people.

Like I said, it's, you know, people that listen to podcasts or read books.

It's all about taking.

You know, I always say you don't need to listen to the whole thing.

You don't have to get the whole thing, but if you can get one little nugget out of anything you're doing, and then you have to learn how to apply it, right?

So, like, learning without learning without application is wasting your time.

And I think that's the biggest thing for me.

I can hear.

You can say Sam.

Like, Sam.

Like, if you told me something right now I never heard and I liked it, I always say it like, everything in this industry is R D, right?

It's Robin duplicate.

And if I hear something I like, now that belongs to me because I took the time to listen to it, now it's mine, and I can use it however I want.

So, like, any nuggets that you guys take from this, that now belongs to you.

You use it, but if you don't use it, then it's on you.

And so many people come to training and they go through all this stuff and they see it and they say they're going to do it and then they get home and they don't do it and then they can't figure out why they're not making any more money.

Right.

I always say success happens at the speed of implementation.

You cannot be angry about the results you're not getting for what you're, the work you're not doing.

So yeah, it's, it's 100 up to you.

Oh man.

Wow.

Man, I love it.

Well, it's time to land this plane.

Thanks for, thanks for hanging out today.

Real quick, before we do, give us a, a nice recap of one, how they get a hold of you with For Profit Rocket if they want to learn more about that.

And two, give us another quick highlight reel on the Profit rocket Growth Summit 2023 coming up in Austin, Texas and how they can get tickets for that.

Well, you can follow me pretty much on any platform I gotta.

I post a lot of videos and stuff on Instagram and Tick tock at Victor V I C T O R underscore Rancor R a N C O U R Or you can go join my Facebook group which is a Profit Rocket home service group.

We got about 5,000 people in there.

We share free advice.

I'm going to be doing a lot of free training in there.

I got a free objection handling video I just did yesterday inside the group.

I can go on there or you know, if you're interested in the, in the Profit Rocket business blueprint or any of our classes, go to call profit rocket.com Go ahead and get signed up with a demo.

You'll either be with me, my brother or Tom.

We'll go through a demo, show you what we have.

We also do have our closer school too if you're interested.

At call profit raga.com you can check out our closer school which is very, very, very inexpensive.

It's a group setting.

I go through objection handling and call process and all that stuff.

And yeah, if you guys are looking for an event that's going to change your life and change your business to change your mindset, come out to the to the Profit Rocket growth summit at September 27th through 29th.

It's going to be in Austin, Texas.

We had about 2,000 people coming.

The best way is to get on there.

You can go to events.com or events.

Call profit rocket.com, use promo code, elevate E, L, E, V, A, T e. You'll get $250 off a ticket.

If you buy more than two or more, you buy three or more tickets, you actually save 200 per ticket as well.

So go on there, get your tickets, it's gonna sell out.

It's going to be the best event you've ever been to.

I don't go cheap.

I've already spent over a million and a half on this thing.

The event's going to be about a two million dollar event and we are going to just throw a badass, badass thing.

And when you guys leave there, I hope that you guys get a bigger community of bigger people that you can reach out to and I hope you guys learn a lot.

So I'm excited for the event.

I'm excited to come on this podcast, man.

Thanks for having me.

Yes, sir.

We appreciate it.

Thank you so much for being here.

All right everybody, you heard it here first on the Close it now sales training podcast.

Solar and H Vac go out there.

Save and if you want, me and Sam are going to do a co training event here in my facility.

Whenever he's ready, you want to come out to California, we'll throw an event together, we'll do a training together.

If you want to do it, let me know.

100 sounds awesome.

We'll get planning on that right away and yeah, it's killer.

Let's do it and all right everybody go save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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