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

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

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

This podcast isn't just about selling more, it's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

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

This is Sam Wakefield.

Welcome back.

Sam Wakefield here.

All right, it is time for another episode of Close It Now.

So I am so happy you have joined me today to Drive Time University.

We are going to continue this ongoing series on becoming a hunter.

This is getting rid of the old lazy sissy mindset that oh, I just have to wait for leads from the company.

I am not responsible for my own life and my own business and my own income and we're getting rid of that completely non serving mindset and we are converting to becoming a hunter, becoming a carnivore.

At the basis of this, it's taking radical responsibility for yourself.

Don't rely on the company to just give you things.

Rely on the company for the support, for the tools to go out and support you in your journey to create a life that you want to live.

And that is what it means to become a hunter.

It's like I don't care if there's leads from the company.

Yeah, those are great when they happen, it's awesome.

You can make an incredible income for most people strictly relying on that.

But you know what good, you can make a good income.

But you know what good is the enemy of great.

And the way to go become great is to take responsibility for yourself and take responsibility for your earning, for your family, for supporting your community, whatever it is, and say, you know what, I choose to not be average.

I choose to be that person that is next level and then go do it right, don't just give it lip service, actually get out and go do it.

So that is the episode today.

It's episode number four in the series and today we're going to cover the solution.

So I'm going to recap the steps of a door conversation when you're door knocking for H Vac, for canvassing and in fact today we're going to sprinkle in a little bit of the metrics what you should be looking for in numbers.

And then of course I'm going to give you the resource to support it.

As you know, this podcast is I'm all about giving you actionable items to implement immediately.

If you haven't figured this out, you haven't listened to enough podcasts of the Close it now experience, but that's what we're doing today.

I had probably one of the very best compliments I've ever gotten is somebody just a couple days ago posted in the Facebook group.

So if you're not a member of the Close It Now Facebook group, go find Close it now on Facebook and join the group.

I highly recommend it.

It's a positive place for just to ask questions, do all kind of stuff.

But I do a ton of training in there.

So it's a really, really, really high quality group that, you know, other industries would literally charge a membership to be in a group like this.

However, I don't, I don't charge for a lot of the things I do because I, my goal is to give you value.

So much value that one.

You'll leave me a five star review this podcast also that I know at some point in your career you will say, you know what, as much as I've gotten for free, I wonder what that would look like if I connected with Sam with Close it now and said, hey, what do their programs look like?

How much further and faster could I uplevel with dedicated coaching?

So that's my goal, right?

I want to give you value because I know that there are people out there who strictly have listened and implemented and thousands of you who are killing it when you weren't before.

And I'm so grateful that you all listen, which is awesome.

But I got a really cool compliment on the Facebook group that somebody mentioned just a couple days ago.

They said, I know for a fact that if someone were to listen to the free information, use all the free information that Sam gives out that they would easily, easily sell a million dollars plus a year in H vac.

And I know that that is true because there's stories and stories and stories of that happening.

So thank you so much for that comment.

That was.

That's one of the coolest compliments that I have gotten.

So speaking of that, let's take a look at the review of the week.

This one is from.

Let me get it open here.

I am actually super stoked about it.

This is from MAT Ayr1 M A T T A I R E1 this came in on Thursday.

Another five star review said Sam is awesome at Delivering extremely detailed and amazing tips on H Vac and IAQ sales processes and scripts.

One of the best and entertaining H Vac podcasts out there.

Thank you, Sam, for all you do for our community.

Well, you are welcome, Matt.

I am grateful that you listened and I'm excited that you are able to implement and up level your numbers.

So that's where we're at today.

All right, so let's get into this a little bit and I'm going to set this up with a story from a company over in Louisiana that is actually killing it.

The cool part about this story is I haven't been able to actually connect with them just yet.

Our timing hasn't worked out on hopping on a call.

But what they are doing is really making a massive impact in their business because they just implemented this immediately.

They said, you know what, we're not going to wait to connect with Sam.

We're not going to wait to get the very specific training.

We're just going to go out and we're going to just try it, you know, see what happens.

And so they went out and they have been door knocking with their H Vac company, Callaway and Sons over in Louisiana and in New Orleans.

And let me tell you, their numbers are so cool.

They went out and they spit.

They took four people, office people, I mean just whoever was wanting to.

They went out and they actually sold $49 tune ups at the door.

Sold them for $49.

The very first appointment they ran they left with a $2,000 IAQ ticket.

The second appointment they ran they left with a $5,000 IAQ ticket.

So 2,000, 5,000, so $7,000 in IAQ, which we all know those are higher margins, all self generated.

And the opportunity cost was almost nothing for these new clients.

If you know anything about new client lead acquisition, the cost there is averaging about $1,000 to $1,400 in the industry right now.

And they went out and they paid their four people in the field that went out.

They knocked for four hours last Saturday.

They set 15 appointments and the owner told the people that were knocking the doors, they tell you what, every one of those you sell for $49.

I'll just give you the $49.

In fact, I'll round it up a buck and make it a 50 buck $50 for every appointment that you set to the people that were knocking the doors.

So they set 15 appointments.

So 15 appointments at.

We're going to call it $50 for easy math.

So lead acquisition cost was $750 for customer acquisition and they sold $7,000 in the first two appointments alone.

The third one ended up being a complete system quote, and I haven't even heard the results from that yet.

So if you don't believe this is, this does.

If you believe this doesn't work, you're wrong.

And it doesn't matter where you're at, you know, in the United States anyway, or any areas that you can legally door knock.

I know it's illegal in Canada, sadly, but there are ways to get a little bit of leeway in this.

We can talk about that in another episode.

So the results speak for themselves.

They are killing it.

So big shout out to you guys.

I cannot wait to connect and actually get on the phone with you and get your process done dialed in a little bit and maybe someday I can get out there and get on the doors with you and go train your teams and go make some sales.

So that is exciting.

So let's get into the episode today before we do.

What is in your cup?

I am excited about my cup today.

It is actually my current favorite bean, which is Onyx Coffee Roasters out of Fayetteville, Arkansas.

I was reading on the package today.

I love being woke and if you think that's a bad thing, being woke just means you're aware of social responsibility and taking responsibility for the underdog.

I love the resources that we have.

And so what the best part about Onyx Coffee in Fayetteville is all of their beans are actually roasted with solar energy and they do them in small batches and all of their packaging is in plant based, like recyclable material, which I'm super stoked about.

So talk about taking responsibility.

So Onyx Eclipse is the bean that I have in my cup today and it is my current favorite.

It's delicious and they sell online.

So go order some beans from Onyx Coffee in Fayville, Arkansas.

I don't make anything off of this.

It's just my current favorite.

So let's all take a drink of what's in your cup and let me know what a good bean is.

I want to know what are you drinking right now?

So 3, 2, 1.

Let's take a sip.

All right, doors.

Let's get into this.

So we've gone through so far, some mindset we've also got.

You're going to hear me turning pages because I've got my notes here.

We broke preoccupation, we've gone through the problem and now it is time to go through the solution.

So once you go through the problem.

Remember to recap a little bit, the problem is we're basically doing an accusation audit like the people in the Black Swan group call it.

So go through the problem and people are open.

Yeah, people are open to this.

And so then once you've gone through that, you go right into the solution.

And the solution depends on what your offer is.

So the solution, call it the solution, but it's basically your offer.

Now the main thing is we want to use easy bait, right?

We're fishing, right?

We have a fishing pole, we're fishing.

When we use EZ bait, we're not trying to sell them brand new H vac system at the door in the first two minutes, right?

Our posture is if you get it, cool.

If not, no big deal, right?

The goal is, hopefully you don't need a new H Vac system, but.

And you'll see what I mean by that here in just a minute.

But do not try to sell at the door, right?

We're not trying to sell new equipment at the door.

We're not trying to sell high ticket items at the door.

That is not what we're doing.

We're goal is actually trying.

We're showing them.

Hopefully it's the opposite of that.

So we need a couple different things.

We can offer a few things.

So some scripting might sound like, hey, we're just out here offering a free inspection, you know, when we test a few things like the coolant, the efficiency, the filter of each of your H vac systems.

And it doesn't cost you anything.

You know, just let them know every year it's a good idea for you to do that.

You might be running your unit in a way that you know, will lower the lifespan.

So our goal is to help you extend the life of the system.

You know, my goal is to help you get more years out of your unit.

But like a lot of homeowners don't know, you know, how to make sure those adjustments are taken care of.

And so that could be your, that could be the pitch, right?

That could be the offer or the solution.

You know, you could also do that.

You can posture it for free filters that way, you know, go through that.

And then, you know, our goal is we're, you know, in our, what we're doing is we're providing homeowners with free air filters.

You know, that way we can, you know, make sure your, your unit lasts longer.

And so it's really truly a heart of service.

And as you do that, what's going to happen is, and this is where the magic happens when you get really, really, really good at discovery.

So as you're going through, if you posture it like that and you go through and you check a few things.

So this could be if you are the one yourself that's doing the appointment and just get in the door right then.

Or you could be the.

If you're like the people over in New Orleans, they are using the setter model.

So they're just going out there.

Listen, we're not just not here to sell you anything right now.

Or they're going through.

Normally our tune ups are $199 a piece or whatever they are right now.

Today for everybody we come across, we're doing them for just $49.

And so they're setting the appointment for the expert to come back later.

Either way, you could include a filter in that, which is really nice.

Be like all I need to do right now is just grab a measurement on your filter.

That way when they come back they will have the right size for you and then they'll go over everything else and check over everything else.

And that's our compliments to you for booking this right now.

So if you sell it, if you do it for free, either way you can include a filter in there and that's extra value add, which is a really great solution.

So that is the service.

You can also do it as posture, as kind of a program.

So programs are really powerful and so on the doors and so that would sound something like this.

So you've gone through the problem and they're open to more information.

They're yes.

Okay.

So then you get into.

So the program I'm running right now is we know in the next three to five years everyone's going to be updating their H VAC systems.

Why?

Because they have about a 15 year lifespan and this neighborhood is a 15 year neighborhood or a 20 year neighborhood.

Right.

And so what do you think?

And then we ask them, so what do you think is going to happen?

Right?

And then we'll kind of take off the gas a little bit.

Say listen, I hope they all call me, you know, so I can get, you know, my.

So if I can get my foot in this neighborhood and I become the guy and I end up getting way more phone calls and referrals.

Right.

So if I help you out and do, you know, do a really good job, give you a special deal right now, don't you think you'd tell your neighbors and friends about it?

So we're posturing.

The program is We've got a special right now on exactly what's about to happen.

Right.

You know, it's inevitable.

We know in the next three to five years, everybody's going to be replacing them.

So right now you can take advantage of this program, get a special deal.

Right now I've been authorized to, you know, discount a handful of systems for this neighborhood because we know this is going to be a lot of work in the next several years.

And we want to make a, you know, we want to get our foot in the door and we want to make an impression here.

That way we can, you know, help more, help more of your neighbors.

Right.

Not everybody will set an appointment, but the ones that do, you can start getting what's called an anchor house.

That's a house that you can reference in a neighborhood and say, okay, we work for Bill down there, we work for Jose, we work for Sally, we work for, you know, for your neighbor.

Do you know them?

And you can use it in your branding, you can use it in your marketing.

And then as you're back in the neighborhood, over and over, that is where that really starts to make a massive difference.

It also will get you volume.

And we know you don't always have to have this insanely super cheap price.

That's not what this is about.

This is about showing something that makes sense to the homeowner.

Because as you go through your process, if you do discovery correctly, if you present correctly, by the time you're done presenting the right value, your stack of value will be so much higher than their stack of dollars.

Because our goal is to show people how they can afford it.

It's never about price.

It's about showing a massive value, showing them their problems will be solved, and then showing them how they can afford it.

And that is the job of a great consultant, a great project manager, a great salesperson.

Right?

And so as we do that, that is where the magic starts to happen.

And we can show them how they can afford the project, how they can afford what it is they're wanting to solve.

And, you know, I hope you're offering financing because the current statistics are 95% of American households have less than $600 in their savings account.

And that's as of October 30, 2023.

So be offering financing.

Get several different options for financing for people.

And when you're talking about financing again, it's always a program.

We have great programs.

Zero money out of pocket.

It won't cost you anything today when your payment starts a month from now.

It's going to be nice, simple, small, easy to manage payment that will be consistent every month.

And with no fees, no penalties, you knock it out anytime.

So why don't we get started?

Right, so that's how you, that's how you pitch financing.

It's call it a program.

We have great programs.

So that is the, that's the solution, right?

You can have lots of different solutions with nobody in your area that's door knocking for H Vac.

Whatever solution you have is going to be unique.

It's going to be unique to you, it's going to be unique to the area, unique to the market.

So that's the numbers, right?

So if you're out and you're setting an appointment, an hour, which we're proving is happening, and then as you get better with that conversation, it's going to be more.

So if you set, say you work four or five hours in a day, and you set five, so you work five hours a day, five days a week.

Especially in this time of year where you're not getting appointments from the company, who cares?

That means you can set five appointments a day in a week.

That's 25 appointments.

And if your close rate is, I mean 25 times, we're going to call it a 35% close rate.

That's still eight or nine deals a week.

So we're going to call it nine deals a week.

And if your average ticket is, say it's okay at 12,500, you just sold $112,000 in a single week.

If your commission structure is where it should be, you just made 110k a week, right?

No, I'm sorry, you just made 10, 11.

You just made $11,000 in a single week.

So do that for four weeks in a row.

That's a $40,000 month.

In the off season, right?

In the off season.

Are you hearing what I'm saying?

And that's not even working weekends, that's not even working full time hours.

So if you're not on this train yet, you better get that way.

But only if you want to become a hunter.

Only if you say, you know what, I don't care what the stigma is, I'm going to go out and I'm going to create business.

I'm going to create business for myself.

I'm going to create income for myself and my family.

I'm going to take care of myself and my family in a way that they've never thought possible.

If you choose to do that, that is where that's what we're talking about, there will be people in this industry that are not just have a, you know, there's what, a handful of people in the industry right now.

They have a team of people, they hop on a zoom call for like 15 minutes and close this deal.

And then their whole team is out taking measurements and doing all the pre work and the post work to the appointment, and then they're claiming all the numbers.

Say, no, I'm a 10 million, $15 million a year person.

Well, that's crap, right?

That's bullshit.

True people to claim the numbers, you got to go out and do it.

You have to do it all.

And this is the way to do it.

This is the way to create more volume in the off season than the biggest amount of marketing dollars can get you in the peak of the year.

That is, this is the model and this is what is exploding companies right now with almost zero customer, new client acquisition cost.

So that's what I'm talking about.

Let's make some noise in this industry because it's time to change things.

So I've been getting a lot of questions about, well, first of all, does this make sense?

Raise your hand if this makes sense.

Right?

Keep your hands on the wheel.

Right?

Drive Time University.

I know you're rocking it, but.

So the thing though is, let's talk about some numbers, right?

Numbers on the doors.

You've got to.

First of all, you've got to get you a counting app so you can keep track of your numbers.

If you don't measure it, you can't manage it.

So the numbers that you're wanting to track are, let's see, I've just pulled up my counter on my phone.

You want to count number of doors, you want to count qualified conversations.

So like, if you're talking to somebody and they turn out to be maybe a renter who can't make a decision or something like that, that's not a qualified conversation.

So you count doors, you count qualified conversations.

Also, if somebody just opens the door and goes, oh, I'm not interested, and closes it immediately and doesn't allow you to say anything.

Not a qualified conversation.

But if you get through a little bit of the pitch and you're a few seconds in and you know, say you get past the breaking preoccupation section into another part of it, that's a qualified conversation.

Even if they cut you off, that means you just need to analyze what section you got to and how to get better.

Because I hope you know this, the goal of every sentence is to get them to the next sentence, right.

The goal of the first line is to get them to read the second line.

So get them to listen to the second line, get them to listen to the third line.

So you will get really good real fast at tonality, how to capture attention and how to get people onto the next section.

Right.

So that's a qualified conversation.

It doesn't matter how far you make it into it, but count that as a qualified conversation.

So back to the categories.

We've got doors, we've got qualified conversations.

You've got a number of appointments that you want to schedule, you've got number of sits.

So if you actually schedule an appointment and attend the appointment, that's a sit.

And then number of of course sales or closed deals, right?

That's a number that you also want to have on there.

So that is your tracker.

You can count it.

The cool part with most tracking apps is you can set it up where it'll count daily but it also is going to keep you an overall number going in the background so you can track the all time numbers.

So what you'll be able to do with this is you'll be able to start to create data set that gives your numbers predictability.

So if you go through, you know, 20 doors, if you go through a hundred doors, you get to a thousand doors or 10,000 doors, which, I mean that seems like a huge number but it's really not.

When you start breaking it down with consistency so you get 10,000 doors knocked, you're going to know a ratio of doors to qualified conversations, to appointments, to sits, to closes.

So in order and then you're going to work backwards.

And okay, if I want this many closed deals, then I will know I'm going to need this many sits which come from this many appointments, which come from this many qualified conversations which just come from this many doors.

So in order to get this result, all I have to do is this number of door, right?

And then you start, then after that you're going to start to figure out the best times of the day and the best days of the week and all of that to knock on those doors.

And I will tell you, do not be afraid to knock on the doors.

In the higher end neighborhoods.

There are no bad neighborhoods, there are no bad doors.

So as you go through, it's going to be fine.

You're going to be able to figure out some of the best places with the, you know, with for the different areas strictly by taking, you know, tracking your data.

Do not go off Emotion go off the numbers.

The numbers don't lie.

So that is how you get a.

Track it.

And I'll tell you, a good pace is about 20 doors an hour.

If you're doing 20 doors an hour, that's a really, really good, great pace.

That means in what, five hours you should be able to do 100 doors.

Now, once you get a little bit better, actually, a funny thing happens when you get really good at this.

Your door number is going to go down, but the appointments are going to go up.

So it's okay if the door number goes down as long as you're tracking the correct metrics and your appointments go up.

So that brings us to an interesting topic that we need to talk about called leading metrics versus lagging metrics.

Lagging metrics are what happens down the, you know, further on in the funnel.

So that is basically like the appointment and the actual close deal.

Close deal, the sale.

That's a lagging metric.

Leading metrics are things we can control.

Things we can control are number of doors, the hours that we knock.

That's what we can control.

So when we're putting, that's like the, the money that we're putting in the top of the vending machine is the number of doors, the things we can control.

So if I told you you could put a dollar in the top and you were going to get $5 out every single time, how often would you do that?

All day long, Right?

This is what we're doing with doors.

So the dollars we're putting in the top are number of doors.

So as you get those number of doors in the top, that's the top of your, your vending machine, which actually it doesn't spit out candy, it doesn't spit out anything else, it spits out cash.

So when you put those number of doors in the top, what you're going to get out the bottom are multiplied number of dollars.

So that's the leading metrics that lead to the lagging metrics.

So as you start to refer to that, that's what we're talking about.

You're going to hear me talk about leading metrics versus lagging metrics a lot in the future.

So that's our door education for the day.

A really, really, really great pace for doors is 60 to 100 doors a day.

If you're out exclusively setting appointments on doors.

Right.

So for all of you listening that are starting these knocking teams, one, reach out to me and we can work together.

If you would like to shortcut your time to do this because it is a learning curve, right?

It does take a little bit of time to get good at this.

So you're not burning through these houses.

The best part is you're not going to ever run out of appointments or leads.

You can go back to the same neighborhoods over and over and over.

But if you want to compress time and start making cash right away, reach out to me because that's a big part of what I do in my on site training programs.

For the companies that want to incorporate this, I'll just take you out and show you how to do it.

I am not the trainer that just sits in the classroom and says, hey, go do this and then come back and we'll get a debrief on it.

No, we're in the field demonstrating how it works and how success happens.

So reach out to me@sam closeitnow.net or you can join the Facebook group and shoot me a message or just pop me a text.

512-364-8559 is my personal cell phone number.

Text me and let me know who you are and where you're texting from and we'll hop on a call.

We can go over where you're at and what you want to accomplish and I can show you how we can scale your business really, really fast.

Because that's what I'm working with right now is several companies to scale their business with this method because it is so dad gum effective.

Alright, well that is our episode for today.

If you've ever gotten value from this podcast, definitely I would appreciate a five star review.

Reviews are as important to me as they are to you for your business.

So leave me a review.

Five star review would be awesome with a nice comment there.

That would be great.

Also man, we do some cool stuff if you want to know more about.

So my cell system and an entire section on these door scripts live@h vacdoors.net that's h vacdoors.net there's a you can click on what's called h vacu.

That is my online course.

You can go grab it.

It is dirt cheap right now because we're pre launch.

So I've got the price dramatically reduced to make it affordable for everybody who is a first mover who listens to this podcast.

So go to H vacdoors.net click on H vacu.

That is the online course.

And the other cool announcement I have is door to door.

Con 7 is coming up in January.

It is going to be in Salt Lake City.

Sam Taggart is the head of that organization and that's who I've partnered with for the course.

And at door two, Door con seven, I am super stoked.

Some of the keynotes are going to be Lance Armstrong.

Chris Voss, if you've ever read Never Split the Difference or heard of the Black Swan group, he is the founder of that.

Let's see, Shaun White is going to be a speaker as well.

I'm super excited.

And yours truly, I'm going to be a speaker at Door to Door Con 7.

That's January 25, 2627.

So make sure to grab your ticket that same link h vacdoors.net you can click on the events link and then use this code SAMW10.

So SAMW10.

SAMW10.

That will get you a 10% discount on that conference ticket.

Get your team there.

If you want to elevate your sales game.

Elevate, learn how to scale your company.

That is the place to do it.

We literally have helped companies go from, oh gosh, 10 million to 100 million in just a couple years through this model, right?

Companies that go from 30 million to 300 million or from maybe 100,000 to a few million in a handful of years, just like one year, two years.

Using the door knocking method, you can literally double the size of your organization every quarter if you choose to.

It's as fast or slow as you decide it will be.

So get your butt and your team to door to door con 7.

You will not be disappointed.

This is not like other conferences.

You know, I've been to other conferences in the trades.

This is not like that because there's one dedicated purpose and the training is off the charts.

So yeah, so I'm going to be a speaker there.

Use the code SAMW10 to get a 10% discount on your ticket price.

And that's at the link h vacdoors.net and email me samoseitnow.net if you want to hear about my on site training programs.

I've got a virtual program.

If you, you know, you don't.

You're just individual and you want to get plugged in.

You're not a whole company.

Reach out to me.

We've got a virtual program that is fantastic and also that online course is self paced.

It's got the modules so you can.

It's got the entire cell system in it.

So.

And it is fire.

If you've heard the explanation for system presentation.

If you didn't know there's a drawing that accompanies that which is in the course.

Right?

So that's my episode today.

Thanks for listening.

I am excited about getting into the next.

We're going to get into the next section which is actually the transition, right?

This is where a lot of people miss it.

So we've got the.

Oh no, the takeaway.

Next section is takeaway and then transition.

Right?

So we're getting into the.

The takeaway next which is pulling it back.

If you don't have takeaways in your sales process, you're missing out on a really, really important part of just psychology.

Right?

We have to give, put, take a build in takeaways and make to make people want it.

Make people ask you for the sale.

And that's a big part of what I do in my sales system.

That's why I love doors so much because it starts with the takeaway and that's where some of the most leverage happens on the doors and the most leverage happens in your sales process is during the takeaway because people will start to ask you for the business instead of you having to beg them.

And that's a huge part of the difference.

So that's the episode today.

I hope you got some value from it.

If you did, leave me a five star review and I am excited about what's happening in our industry.

I'm excited about what's happening in my life and your life.

Reach out to me.

I love just to hear stories of success.

And until next time, everybody go save the world one heat stroke at a time.

Go save the world one frostbite at a time.

Thanks for listening to Close it now with Sam Wakefield.

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