Welcome to Close it now, the podcast that's revolutionizing the H Vac and home improvement trades industries. Get ready to dive deep into the world of heating, ventilation and air conditioning. We're turning up the heat on industry standards and cooling down misconceptions. And we're not just talking about fixing vents and adjusting thermostats. It's about the transformative movement that's reshaping the very foundation of H Vac and home improvement. We're the driving force, inspiring top performers who crave excellence not only in their professional endeavors, but also in fitness, nutrition, relationships, and personal growth, proving that we can indeed have it all. This is Close it now, where excellence meets excitement. Let's get to work now, your host, Sam Wakefield.

Hey, hey, hey. Sam Wakefield here. Time for another episode of Close It Now. Today we are going to focus in on all of you across the country who are the basement dwellers in the country. I know a lot of the things we talk about have to do with attic work and that kind of stuff, but I have not forgotten about all of my friends who are under the house. So we're going to talk about that today. Some of the things we can do to improve your ticket, improve your average ticket. Some of the things that we can do to connect to homeowners in a way that they will want to move forward with you, even though we don't have the things that, you know, that you can build up in a ticket for, you know, some of the things that ductwork, accessibility requires and those kind of things. So that's what we're getting into today. So hope you brought your thinking caps. We're going to get creative and come up with some things that you can offer because we have way more things that we can offer than we actually do. So I hear from all the time from, especially when I'm training companies who most of the systems are located in the basement, I show up. And it's not that we lack resources. We like resourcefulness. There's so many things that we should be offering every single project to homeowners that we are not. So we're going to talk about that today. Before we do, there's a couple of announcements I want to make. And we're going to do the what's in your cup section. So let's rock into that. All right. Today's what's in your cup is brought to you by a company called Isagenix, something that, you know, personally, I've used for the last, oh, gosh, five or six years to dropped a Ton of weight. I'm officially down £50 from about six months ago. So clocked in this morning a couple days ago at 173. So that rocks. So Isagenix is a, and this is not a promo or anything, it's just a, it is an MLM sold product, direct sales that, you know, in the past I have actually sold it on the side mainly to, you know, pay for my own product. Helped a bunch of people drop some weight and get healthier. But more importantly, you know, it's something I use to, you know, to structure my calorie intake. It's really high quality protein and stuff. But they also have a coffee. So the coffee is, it's pretty smooth. They actually corrected the PH balance of most coffees. You know a lot of coffees give you heartburn. Well, this one doesn't. And actually incorporated some coconut oil into the coffee as well. So it's super delicious. Isagenix coffee highly recommend it. Give it a shot. It's organic and it's delicious. So I've drank it for quite a few years but I've been out of it for a good while. So I made that this morning and it was, you know, when you have a flavor profile coffee that you drank for a long time and then you don't get it for a bit, it's kind of like an old friend. So that was what was in the coffee cup today. What is in your cup? Everyone, let's take a minute. Drop a comment in the Facebook group. If you are, if you're in the group. If you're not in the group, go join the Facebook group because there's so many high level people in there. It's 100% positive and you know, there's no negativity like in some of the other groups and we're really there to support each other. We're coming up on 2,500 people and it's a really killer place. So I love the community that has in the Close It Now Facebook group and you will too. So make sure to find the Close it now group on Facebook. Alright, before we hop into too many other things, I want to read you a review. This is from. Let's see. This is from Tony TBCA Instant results. Three exclamation points with five stars says Close it now truly delivers on its intro. This is not just another podcast with rehashed sales tactics. Sam introduces experts and resources to help one improve in all aspects of life. I can pinpoint unequivocally on my sales tracking. When I started Listening to close it now and the majority of it had little to do with sales scripts but rather self improvement combined with sales training and diligent implementation and practice improvement is the only possible outcome. Proving to yourself that we can indeed have it all. So thank you Tony, tbca. I really appreciate that. It is incredible to, you know, for all of you out there. It's so fulfilling to me to get the privilege and the honor to just pour into your life to add value to your life. And I appreciate it. Tony, man, you, I'm sure you are, you're crushing it. You might be the person I think you are. Reach out to me if you hear this, hear me read your review as well. We get on the board can get on the schedule for a free coaching session. So if you write a review, I love, love, love a five star review. If you leave me a review and I read it on one of the episodes and you hear it, reach out to me. We will do a free coaching session. That is my gift to you for, you know, for helping me out. I would help you guys out and just love the reviews because it's so cool when lives are changed and I had a hand in that. So it's really, really fulfilling. So thank you so much everybody. The other thing is, I don't know if you knew this but I am doing some public speaking this year. I will be doing this more and more at different conventions, conferences, events. If there is an event that you would like to hear me that you're going to, that you would like to see me booked as one of the speakers, definitely message me about it. If there's an application to apply, I'd love that link. And also if you'd like to book me for your event, I definitely will fly out can do that and breathe some fire into your organization. Change your language, change your results. It's time we up level our industry. So speaking of events, I have an event coming up. It is June 20th and 21st. It is called the American Dream event. You can go to americandreamevent.com you can learn more about it. Some of the speakers there are incredible. Let me read you some of the past speakers. Then I'll read you who's going to be there this year. So the past speakers, Tommy Mello, I don't know if you've heard of that guy. He has been there. Carlos Reyes, Rene Rodriguez, Cristiano was there last year. Ishmael Valdez, Brent Franklin, just some massive rock stars, right? Chris Scoville, Dave Carroll of Dope Marketing just really really killer speakers. So I am blessed to be in the lineup for this year. This year's speakers are, and this is the largest annual business conference in the world. The focus is English and Spanish entrepreneurs to completely explode their businesses. This year we've got Shawn Michael Crane, Tony Flatum, Shea Bostic. We've got Lance Bachman, which that one's always going to be awesome. We've got C.J. bachman, Dominique Caminata. We've got Shawn Michael Crane, which is going to be fun. We've got Ryan Davis, Joe Jordan, Nahal Kaiser, Wayne Lewis, Gabriel Najera, Brandon Rooks and myself are the keynotes this year. So I made the list and it is going to be off the hook. So go to americandreamevent.com and get yourself a ticket. It's going to be June 20th and 21st in Houston, Texas. And use the code closeit now. That'll score you 10% off on the tickets. I highly recommend the VIP tickets because it is going to be an incredible opportunity just to hang out with the speakers and all the people in the room that are all of the. All the top performers. You are the association, right? You are the average of the four closest people you hang around. Put yourself in a space with top performers and top achievers to make sure that you can become that person, right? We're all constantly working to become someone worth buying from. Well, get your butt to Houston, Texas, June 20th and 21st. AmericanNamevent.com Use the code CloseIt now for 10% off on your tickets. So let's go. All right, let's hop into the session. Today we're talking about basement dwellers, right? What in the world are some of the things we can do when we live in the basement, right? That to add value to the project, right? One, yes, it's equipment. Equipment sales is huge, right? But there's lots of other things that can be done. Like, personally, I don't know about you, but a freaking surge protector should be on every job. Make it standard. Stop pricing stuff in as additional things. If you want to really differentiate yourself in your market, think about the things that should be included on every job. Include them on every job. Price them in, of course. And then when you have the conversation with the homeowner, it sounds very much like, this is our standard, this is the way we do it. Everybody else around does not, like, value your investment the way we do. We've chosen to protect your investment from the start. We don't even make it an option because we want to make sure that you that what your investment is protected. So when you make it your standard, it completely changes the way that you can message to the homeowners about what is important to you, what's important to them and what is important about protecting their investment. And it's such an easy pitch too. Basically ask them, hey, you know, you put a surge Protector on a $300 laptop, why wouldn't you put a surge protector on thousands of dollars worth of investment in this equipment? And make them answer, right? Do it through a question and make them answer. So that's why. And then social proof it. So that's why so many people, especially people in this neighborhood go with us. Because we know and you know that you want it protected in the future. This is not just a one time purchase. We're talking about years of life that this thing is going to live for you. So we need to protect it along the way so you don't have premature failures. Right, Right. So that's what the conversation sounds like. It's very, very simple. So surge protectors are something that can be added in, you know, on every project. We should also be looking at other things too, right? Right. We should be looking at. If you do duct cleaning, I'm a massive believer that should be included on every project also. And again, it's through a story, Mr. Homeowner, you wouldn't buy a brand new car and put the old tires on it, would you? Well, why don't we go ahead and get all of this cleaned? I don't know if you knew this, Mr. Homeowner, but Mr. And Ms. Homeowner, 70% of the dust that settles in your ductwork is human skin cells. That's gross. It's organic. It'll cause organic growth in there. We want to get that cleaned out. That way you're not breathing all of that. With your new heating and air system. Let's get it nice and reset and ready to be refreshed and go again. So surge protection, duct cleaning, if you do it should be included. If you do Aerosil, obviously that should be in there too, right? All of the things, right? Your four inch filter, that's an easy standard one to get included. Especially when you describe it in the way that. Now listen, the, you know, Your basic filter, Mr. And Ms. Homeowner is that's one inch filter. That's a hundred year old technology. Why in the world would anybody do a modern heating and air install and not include modern filtration? It only makes sense to do it this way. And that's our Standard, that's what sets us apart from everybody else. So also included as a standard in your project, can you see how this is going to bump up your average tickets, like pretty dramatically right away? Absolutely. And then you can come up with all kind of other stuff. Right. There's something called duct fogging or duct sanitization which can be done. That's a nice, simple, easy upsell, usually for, I Recommend it, about 400 bucks. And you've got that going. There's so many extended warranties. Absolutely. Make a 10 year part. 10 year part in labor warranty is your standard for all of your higher end equipment. It's just how we do it. Is this making sense to everybody? Raise your hand if you never thought to include things as standard. And then if somebody needs to right size the project or say they for whatever reason, the price is too high, etc. Now you have things to play with. You can pull one of those out to lower the price. Instead of affecting the margin on your equipment, instead of affecting the margin on your installation, just remove a part to get the price lower. So this is not dropping your pants. This is not discounting. This is right. Sizing the project to make it fit for the homeowner. And that's a really, really important step. And what something we need to understand. So when a homeowner says, wow, that price is high, the first thing you've got to figure out is we've got to start listening and learn the difference between an observation and a concern. So many times at first glance, when the homeowner first sees your price, they're going to say the price is high. Now they're always going to. They have, you know, like sticker shock. No matter what the price is, the price could be $500, the price could be $5,000, it could be 20,000, it could be 50,000. It does not matter what the first price is. They see it's always going to be basically higher than they expected. So let them get the words out, let them say, wow, that's a higher price than I expected. And don't immediately answer, don't immediately respond. Listen, treat that one as once as never, twice as always. If it doesn't come up again and they just move into other questions, other objections, and you're handling the process and moving along, then who cares? It's just observation. If it comes up a second time, that's when you need to address it. Right? That's when you have to address the price. Objection. But if it comes up one time, learn the difference between observation and concern, observation and an actual objection. This is part of growing as a salesperson and growing into your third level listening skills, which we're going to talk a lot more about in the future. In fact, I just got off of three weeks of training the training the close. It now sells process content and I will tell you, I made some pretty serious innovations and changes. We're learning dramatically faster on on site visits now. I cannot wait to see how numbers are going to explode even more throughout this year. But that's one of the things is learning a bit of third level listening skills, learning to temper our emotional maturity. So no matter what people say, it doesn't affect you. It does not give you a rise in energy or drop your, you know, drop your, drop your, drop your energy to the floor in disappointment, depending on what they say. Every single objection is simply a question that has not been answered yet. So there's no such thing as no, there's a not right now or not yet. When that is your mindset, you don't then you choose to not lose. I win or I learn. Make that your mindset and then everything is, everything is golden, right? So even if you don't make a sale, choose to learn from it and how you can improve. Especially be asking the homeowner when you make the sale and when you don't make the sale, in order for me to get better, what can I do? What made the choice for you? Anything that I can do to get better? What is your input? What's your critique? Take it very completely open minded and people will happily, happily pour out ways for you to improve if they chose with somebody else, if they go with or if they went with you, they will still give you constructive criticism to get better each time. In fact, some of the best criticism I've ever got has been from people who the whole process was awesome. They instantly said yes. And that's some of the best feedback because they feel no pressure. There's no, you know, nobody is saying hey, what try. They don't feel like you're trying to earn their business back if they already went with somebody else. No big deal. But ask them, hey, I want to constantly get better at my process. And for me, what do you have for me that will improve? They will happily tell you things to improve your process. So just ask more questions. That's the big thing. So we've got to start thinking outside the box. So the whole point of this episode one. I dropped you several ideas for basement dwellers. So all of you basement dwellers, I Love you. We're still crushing it out there. I didn't forget about you. But be creative. Think about ways that you can include things, right? Think about insulation. I mean that's a huge one that a lot of people miss. Most houses are, almost every house is under insulated. If you don't do insulation in house, then find you somebody you can sell it for and sub it to, sell it, mark it up, sell the insulation along with and bundle it in with your packages. Because Mr. Ms. Homeowner again, I mean, we don't want to do an incredible job of making nice cool air to blow into your home and do a good job of getting it there by sealing up all the leaks in your ductwork, but then it just blows into a cardboard box. And so the analogy there is Mr. And Ms. Homeowner. I mean, you know, and I know a cardboard box and a yeti cooler, they might be the same size, but one's going to keep ice cold a whole lot longer and keep the heat out a whole lot longer. Why don't we turn your house into a yeti cooler instead of being the cardboard box? And so it's really simple to bundle insulation into the project when the conversation starts like that. And they're much more open to adding that in as well. So think about ways that you can bundle some stuff together. There are always a thousand more things that we can do that we're not offering. So I challenge you, every single one of you, I challenge you right now. Offer, pick up the gauntlet. I offer something that you've never offered before. Pre build it onto a proposal and see what happens. Pre build a 4 inch filter on there. Pre build a surge protector on there. If you do duct cleaning, pre build some duct cleaning and just have them on there as your standards and play with that and see what happens. I can tell you from thousands and thousands and thousands of homes that I've been in. And now coming up, one, gosh, we're probably pushing a thousand homes I've been in through training that homeowners receive it really well. When you can position those types of things correctly as listen, you chose us for a reason, because we're professional, because we don't cut corners. And here are the ways that we don't cut corners that sets us apart. This is why homeowners in your community and neighborhood still choose us even though we're higher than the next competition. Because we're just better. We do more things, we're more thorough and you get a much better result over time. So when your language starts to rise to that level with the certainty and directness to the homeowner, they will listen because sales is a transfer of enthusiasm. They will respond the way that you lead them to. Right? You are leading the appointment. When you are professional in the home, it's your appointment. Lead the appointment. And you do that with your energy, with your certainty, with your confidence, every bit of that. And so that's what will transfer to that homeowner. Who cares if you're. It's not about price. Who cares if you're higher? It doesn't matter. When you know you're better, you can communicate that to the homeowner. But then you're on the hook. You have to show up and actually deliver when you are better. So that is the. That's the message today. Get creative. Think of ways that you can expand what you're doing. There's so many IAQ items that can be offered in basements. There's a dramatic amount of other things that can be offered. The problem is we basically have not offered them in the past. We didn't even tell people they existed. I cannot tell you the number of times that I've gone to homeowners houses and they just didn't know. I mean, think about people in your own company. If they're not seasoned in your company, there's a good chance your internal customers, which are employees, don't even know half the things that you can do as well. Heck, you might not even know half the things that you can do, right? Go onto Google, go onto YouTube, do your own freaking research. Find out what you can offer. Do not just let your career go by and not take control over it. Not take responsibility for your life and your income. If you take control and you take radical responsibility for everything in your life, then you're going to find ways to bump up your ticket numbers. You're going to find ways to make sales. Here's a challenge. If I told you today, especially in the time of year when maybe there's not that many appointments, if I told you, hey, I've got your family and everyone you love locked in a room right now, and if you don't make a sale today, every single one of them is going to be executed, right? I know this is a horribly extreme situation or scenario, but if somebody told you that, I guarantee you could go out and make a sale today, right? You would find a way to make a sale. You talk to people at the grocery store. You go knock doors. You would like, call every single person in your Database, everybody that you've seen that hasn't bought, you'd make a sale. You would do what it took to save your family. So my point is, if you can do it anytime like that, why aren't you doing it every day anyway? Go get in front of networking groups, put in the freaking work. This is an industry where we have to not just be a lead baby, stop being a sissy and, you know, only working when the company provides leads for you. That's what babies do. Stop it. Go create some work for yourself. I'm talking to you all with tough love today because I'm tired of us being so lazy. In this industry, there's a thousand different ways to get business for yourself. And, and if you don't believe it, just ask anybody. In any other industry, there's literally people who earn millions and millions of dollars a year doing pest control or alarms or solar or you name it, wealth, financial management, or selling Internet door to door, it doesn't matter. There's a thousand different industries that there are no leads from anywhere else. You have to generate your own. And that's one of the beautiful things that I love about our industry, because it's not exclusively like that. However, when it slows down, get your butt in gear. Go get some business. Stop being lazy. That's my message today. And so I hope all of this is helpful. And I know that your mindset is one of radical responsibility or you wouldn't be listening to this podcast. So that's definitely something that is. I've been given the mission to inspire, motivate and encourage you to take bigger steps, do something different, think bigger, faster. For things to change, you have to change. For things to get better, you have to get better. Like Jim Rohn used to say, don't wish it were easier, wish you were better. So that means we have to constantly be improving ourselves to work to become someone worth buying from. So that is the message today. So thank you for listening. If you've ever gotten value from this podcast, please leave me a five star review. I dramatically appreciate it. I would not and could not do this without every single one of you. I appreciate it so much. Make sure to go check out the americandreamevent.com use the CloseIt now code for 10% off. June 20th and 21st. I'm speaking on the 20th, so make sure to get there and get your tickets. It's going to be an incredible lineup this year. And beyond that, everybody, it is warming up. This is the end of May when this podcast is releasing. It is getting hot across the country, across the world. So all of you out there, it is time. Go save the world one heat stroke at a time.

You've been listening to the Close it now podcast. Our passion is to dive headfirst into the transformative movement that's reshaping the very foundation of H Vac and home improvement, and at the same time, covering fitness, nutrition, relationships and personal growth, proving that we can indeed have it all. We hope you've enjoyed the show. If you did, make sure to, like, rate and review. We'll be back soon, but in the meantime, find the website@closeitnow.net find us on Instagram at thereal. Close it now and on Facebook CloseItNow. See you next time.