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.

I had the privilege to sit down with Mr. Scott Sylvan Bell, who, if you don't know who that is, he is one of the Bell brothers who is of course involved in the exit from Bell Brothers Air Conditioning and Plumbing, the really large organization that was one of the first large cells of the movement into the PE space in the last handful of years.

And his knowledge of the industry, he's we would call a veteran of the industry.

And his knowledge of so many things is easily, easily tangible.

So I know that you're going to love this episode.

Before we get into it, a couple things I want to discuss.

First is the event that is coming up in Boston and is going to be on April 29th through May 1st.

And it is such an exciting thing.

The name of it is Relentless, the Ultimate Sales Transformation, which is we are going to have a couple incredible guest speakers.

One is Mr. Jonathan Neves.

He owns Green Energy Mechanical up there in Boston.

And his average ticket for everybody out there, if he was in the field 100% of the time, he owns the company, of course, so he's working on the company, not in it.

But when he is in the field, his average ticket rocks around somewhere between $25,000 and $30,000.

In fact, recently he had a sale that was $70,000 above his nearest competitor.

And so it's enormous what he is doing.

His company is growing like crazy.

He is going to be a speaker.

Also, there's a gentleman named Mr. Doug C. Brown who is also going to be a speaker at this event.

Him and I connected recently.

We've got a couple of podcasts coming out that we recorded together and he is a legend in sales training in growing organizations.

He has grown and sold over 50 companies.

That's 5, 0 companies.

He was Tony Robbins director of sales for seven years he has worked with organizations like NASCAR, Jason's Deli, a ton of places.

And one of the things that I want to emphasize is he is going to be there also.

So he's going to be doing a portion of the training.

I'm going to be doing the bulk of the training which I'm so excited to take you through the close it now be someone worth buying from Sales system, right?

We're not just, you know, giving you some scripts and saying here come role play this and here's your certificate.

No, this says everything to do with long term lasting results.

So the eventbrite link is in the show notes.

Make sure you get your tickets because here's the big announcement because it's not until the end of April.

I have a special deal for everyone who buys their ticket before the end of 2024.

I'm going to be hosting a virtual training session for everyone who buys that ticket between, you know, the end of 2024 and until the event.

If you buy your ticket before the end of 2024, by December 31, then we're going to host a virtual group coaching session for you and it will be at no extra charge.

That is your bonus for being getting your ticket early.

I'm going to be shouting this from the rooftops because the minute December 31st ends, that offer is over.

So high, high, high value for everyone who it doesn't know.

Our virtual program is not necessarily a cheap program because the value is there.

Every single person who's gone through the program and implemented has seen insane results.

So that is my bonus to you.

It's my, basically my Christmas gift to every single one of you is you get to have a virtual training sessions between now and then.

We're going to do them a couple times a month, every month between now and the event.

So make sure to get your ticket by December 31st.

That way one, you can get it on your calendar to make sure you're there at the event.

That way you can have your life changed and your sales numbers and more importantly, the impact you can make on your family being a provider for your family, for your community.

That is the lasting change we're talking about.

And also to get you fast results and get you on track and moving in the right momentum between now and then.

That's where the virtual training comes in and we'll get to know each other a bit before the event.

So make sure you get your tickets ahead of time by December 31st to get included in the virtual train virtual group training that I'M going to be hosting between now and then.

So the link will be in the eventbrite link or in the show notes.

So let's see, the next thing is I would love, love, love if you've gotten value.

This is the time of year of giving.

So if you've gotten value from this podcast, I would absolutely love if you went over to Apple Podcasts and then also to just search close it now on Google and leave me a five star review.

That would be incredible.

I love you forever.

And also if I read your review or on the show and you hear it, I will give you and you message me about it.

I will give you a one hour coaching session.

So that is my gift for reviews.

So that is that.

And last thing, make sure to join the Facebook group.

There are so many things that we do in there, so many trainings.

It's just we're approaching 3,000 members and it's just a killer place for positivity for support.

We're going to be doing as much as we've done so far.

We'll be doing a whole lot more trainings and things in there.

And in fact I'm putting up my rearranging my office a bit so I can have my whiteboard behind me.

I'm going to start doing a lot of live trainings and virtual trainings on a lot more deeper topics than I've ever covered.

So that's going to be coming up within the Facebook group.

So make sure to join that.

And then very last announcement before we hop into this episode, there is something that I am working on that you are going to love.

We all know follow up is a big problem in our industry in all the home services, right?

Everybody loves to make the sale, we all like to get the new leads.

But when it comes to follow up, right.

It's just gross.

We don't do it.

We don't do it at all.

Let alone if we do it, we do it a little bit.

Most of the for most people, there's of course a handful of people who are experts at it.

So I'm putting together a couple things that you're gonna.

I can't tell you everything right now, but I'm definitely putting together a training specific to follow up and I'm gonna be partnering with someone on a project that you are going to want to hear about.

So I'm teasing it a little bit.

The best part about this is there's gonna be a whole bunch of automation and also AI involved in this follow up process.

This follow up sequence that you are going to want to see and hear about.

So stay tuned for that.

I'm going to be making a lot of announcements and a lot of posts about it, so make sure to follow me on Facebook, follow me on Instagram, thereal Closeit.

Now follow on Facebook at Sam Wakefield and also go join the close It Now Facebook group.

And without further ado, I am going to turn it over to to Mr. Scott Sylvan Bell in this episode.

You're going to love it.

Everybody go out there.

Be someone worth buying from.

One of the most unique podcasts on the web.

We talk about H Vac and home improvement, yet we throw in fitness, nutrition and personal growth.

This is close it now.

And here's your host, Sam Wakefield.

Well, all right.

Welcome back to Close It Now.

Sam Wakefield here.

I am so stoked to have this guest today.

He is somebody that I just connected with recently, but his renown has gone before him for quite a few years.

You may recognize his name from the industry.

This is Scott Sylvan Bell.

He is a definitely an incredible trainer for lots of aspects cells and also like a lot more enterprise.

And he's going to tell us a whole bunch of what he's doing now.

But thanks for joining the show today, sir.

It's great to have you.

Yeah.

You know, it's crazy how sometimes you meet through somebody who knows somebody who knows somebody and, you know, my name popped up, I guess, for somebody that we both know and hey.

Right.

At least they're talking good about me, right?

Absolutely.

Yeah, it was.

It's really fun.

I have a base, I guess my, my mentee at this point in life, a guy named Christian for everybody's listening.

Guy named Christian was on the install crew at Scott's company years and years ago.

Yeah.

And just ended up, he started sending me a couple of Scott's videos and said, hey, you got, you got to connect with this guy.

He really knows what he's talking about.

So.

But tell us a little bit of your highlight reel.

We always like to get our guests to give them.

Give everybody a little bit of a philosophy of business and or life.

And like, how'd you get here to this spot?

How did you earn the right to talk to them?

I, I grew up in a family of entrepreneurs and my grandfather was a really a great dentist.

And so he put my dad in business and my uncles in business.

And so growing up as a kid, you know, we didn't watch sports on Thanksgiving.

We talked about split testing and headlines.

Wow.

And so I had been Selling since I was, you know, 8 years old.

And I remember in junior high I got in trouble because I was selling more candy than anybody else.

And I was selling more, yeah, because I, I was selling more candy, including the school.

And so they came back and they said, hey, you got to knock this off.

And then I get into sales and you know, when you have to create demand, then it's a different type of sales.

So I fell out of my face and I sucked.

I was probably the 10th worst salesperson on the planet when I got started in 2001.

And, and you know, we take a lot of things for granted today, and one of them being is the access of information.

True.

So let's go back 25 years.

If you were not doing good in sales, you had three options.

You could buy a book slash cd, you could get private coaching or private training, or you could go to a live event.

There were no podcasts, There was no YouTube videos.

There was no like on demand zoom calls or Google calls.

And so I really struggled.

And for me, I was like, I, this is a sucky feeling, you know, to, to get a paycheck and to pay the bills and go shop at the dollar store for food because, like, just not making ends meet.

So I, I, I heard a speaker say, hey, look, here's what you do is you, you allocate a certain amount of budget every month to your growth and like, that really will help you.

So I said, okay, I'm gonna spend a hundred dollars a month.

And that was a lot of money.

To me.

It was like, it was a huge chunk of change.

And we had a Borders book.

I live just south of Sacramento.

We had a Borders books.

And like, my friends would call me and they go, hey, we're going to the bar.

And I'd be like, I'd look at my money and I'd go, I've got a hundred dollars allocated to go buy content and buy books.

Can't go.

Sorry, guys.

Yeah, dude, you're gonna miss out.

I'm like, hey.

I like, look, I made a commitment, so.

Made a commitment to learn.

Became a trainer in the industry about 2006 for heating and air.

Trained the top guy in program airtime 500, Christopher Shaw.

Nobody could beat this guy for nine years.

And like, people would come and they, they come role play with us.

So just so you know, starting in 2006, 2007, Christopher and I would meet every morning here at this office on our own time and role play the door approach every morning from 6 to 7.

And so people would say, hey, Scott, what are you teaching Chris?

And I'd say, on Monday through Thursday, we work on the door approach.

On Fridays, we work on sales.

Yeah.

And then.

No, no, no, no way.

Like, yeah, for real.

This is how we operate.

This is what we do.

And so they would come in and they would watch and I would knock on the door.

We would do the door.

I do the door approach.

And then Chris would say, good job.

And then he would do the door approach.

Now on a Monday morning when every other person is finally digging in around one o', clock, we had already started our first call at 6:00 in the morning.

We already had everybody beat.

So we were half a day ahead of everybody on sales calls and presentations.

Just by having 15 door approaches out of the way, we, we set up a furnace here at the office, we set up an air conditioner.

Like we, we rehearsed everything.

So then that got me into the role of being a corporate sales trainer for 10 years for a pretty good sized company.

I love that so much.

What I want everybody to hear real quick if we want to camp out on this is, yeah, let's camp out.

Listen to what Scott is saying about number of repetitions, first of all.

And second, the things that we think are the simplest things.

Literally every single time I started on coaching, you know, new on one, on one client, or I'm at a, anytime I'm at a facility, the very first thing I basically start with, the great Vince Lombardi started every single season with this is a football.

These are the basics and retaught every single professional level player.

The basics, the rules that they learned year one as if they were pee week students again.

And I love the fact that you kind of really nailed.

Talk about that a little bit more though, because that's, that's something that most people wouldn't catch if they didn't realize what they're paying attention to there.

Yeah, you never get a chance to make a first impression, a second chance to make a first impression.

Okay.

And so if I want to give myself the absolute best opportunity if I'm going to make a sale, I want to make sure that my first 30 seconds are just straight locked into where they need to be.

I don't want somebody to think I'm mailing it in.

I want somebody to be like, it's Monday morning and this is the way the guy is on his first call.

Oh, right.

I want to be like super stoked that I got this guy.

So whether you're a salesperson, whether you're a heating air conditioning technician, whether you're a plumber.

Right.

I. I have the saying, make Monday mornings your secret weapon.

And I have this belief, if you are ever up against me, you will never outwork me.

You can only underbid me.

That's it.

You'll never outwork me.

You can only underbid me.

I will outwork anybody.

And so I'll know more about the content, the strategy, the option, what needs to be done.

And so I take this belief into, like, okay, if we're going to go have a conversation and I want to teach you how to do sales, we're going to practice the first 30 seconds.

Because in the world of body language, here's what most people don't realize.

You will have a decision made about you in the first three to five seconds, and then that decision is confirmed in the first minute, and then it's reconfirmed in the first five minutes, and then it's confirmed again at 10 minutes.

Why not give yourself the best opportunity?

Absolutely.

Oh, my gosh, I love this so much.

I know you haven't probably listened to a ton of the.

Of my episodes I've recorded, but I feel like that we must have had some of the very same life experiences.

We'll share a brain cell on this topic.

And it's so true.

It's like there's all these psychological things that are happening behind the scenes that nobody pays attention to unless we get intentional about it and stop selling by, you know, just by happenstance.

Right.

You know, I think that part of the problem for sales is the way that we look at mentors comes from movies.

Right.

And I've got.

I got a bone to pick with movies, right?

They're sensationalized, so people will watch interesting movie Wolf of Wall street, and they think, that's salespeople.

Like, that's.

That's a movie.

Yeah, Right.

The closest versions to sales movies truly are Glengarry Glen Ross and listening to the complaints in Glengarry Glen Ross.

And then there's a couple of other really good movies.

One of them is Tommy Boy.

Like, whoever wrote Tommy Boy had to be in sales, right?

You know, when you start going through and you're like, hey, what are some good representations of movies or books?

What we're told is good sales doesn't typically come from good salespeople.

That's something that I find totally interesting.

Unpack that a little bit, because I have a very specific opinion on this, too.

I totally want to hear what yours is.

I. I went to a sales presentation Training one time, and probably like, 2010, 2011.

And the.

The guy who was putting on the event, it was outside of heating and air.

It was.

It was a different industry.

Somebody would come up and give a presentation and be like, that's good sales.

I'm like, dude, are we on the same planet?

Because that's garbage.

That presentation was.

Did not hit the mark.

It was traditional 1950s J. Douglas Edwards.

You know, stuff that you could get away with in the 50s, but you're not getting away.

And this is like, 2000, so 2012, like, 15 years ago.

And.

And the.

The conversation that people have has changed.

It has evolved.

It's had to.

Everything evolves over time.

You know, you look back at the oral traditions or the traditions of sales.

I was just in London three weeks ago, right?

And.

Sorry if I go rogue here for a second.

No, no, you're good.

No, we think.

We think, like, we invented this.

Okay, so go to Westminster Abbey Church right there by Big Ben.

And I'm a very curious person.

I ask a ton of questions.

And so I go to London with my mom.

We're walking around Westminster Abbey.

They give you these headsets, right?

They're plug.

They're plug in headsets, but we think they're Bluetooth, so we can't get them to work.

So we talk to a nun, and.

And she starts laughing at us.

She goes, you're definitely American.

These are not Bluetooth, right?

So we run into her again, and she goes, oh, it's my American friends.

Do you have any questions?

Do you have any questions about, you know, Westminster Abbey?

And I go, hey, yeah.

You see all these spots on the floor where people were able to buy up a spot.

You see the spots on the wall where people were able to get a tomb in the wall.

And then you see, like, there's rooms built for kings and queens.

How do they decide?

And so a priest comes over, and he's super stoked.

He's like, nobody ever asks these questions.

I want to tell you the answer.

Like, I'm in.

Yeah.

So the way that the king raised money in the 1100s and the 1200s and the 1300s and moving forward was to sell a spot in the floor by the square foot, in the wall by the square foot, or they would sell a room.

And so the original concept of good, better, best pricing comes from Westminster Abbey, right?

And so, like, I'm.

I'm like, I walk over there the next day, and I shoot a YouTube video talking about good, better, best pricing is from the 1100s, right?

Oh my God.

So like, when you start thinking of like, hey, I want to be better at sales, it's your role and responsibility to figure out, hey, where did this come from?

Right.

And so, like, when you start taking a look at stuff that came out in the 50s, times have evolved, times have changed.

The foundation will stay the same, but the conversations kind of changed.

It's really incredible that we're having this conversation also, because it really reinforces something that I've been saying for a handful of years is the big shift that I recognized was right around the pandemic because there was a huge shift then and then moving out of that, at least the way I've recognized it is it's very much more emotion and feeling driven in the conversation itself.

And that's a big part of so many more of the actual drivers instead of just the old logic conversation like we always had before.

So unpack what you're seeing there as well and how, how you feel that that shift has transitioned some in the conversation that we're having.

Can.

Can we go like, sales has an impact change roughly every.

About every 10 to 20 years.

Okay.

So I was around 2011, I mean, 2001, right.

When when everything went down, there was a shift.

The next shift happened, 2008, 2009, I was in.

In home sales at that point.

And then the next shift happened in Covid, which was, you know, 10 year spaces, roughly.

Yeah.

And the other thing that has changed the way that we make purchases is what we get influenced by.

Right.

So we're going to talk about dating for a second.

Okay.

But this has everything to do with sales.

It always does.

Okay, let's say I'm a single dude, which I am, and I find a block of women that I find attractive and I walk over to them.

The woman that I'm talking to isn't necessarily making a decision for herself.

She's saying, which friends are going to judge me from talking to a bald dude with blue eyes at six two.

Right.

We make decisions based upon what our friends and family are going to say just as much as what we think that we want from this purchase.

We also make decisions to not do something to defend a position because everybody's got a jerk neighbor or friend or cousin or coworker that can buy it for less.

They can buy it smarter and could buy it faster that fabricated that information.

So almost every time that somebody.

I would always laugh when, when somebody told me, hey, I'm a good negotiator, my brain went, no, you're not.

Of course, when, when somebody was quiet and a quiet assassin, I'm like, this person knows what they're doing.

So the shift, the shift that's happened in sales in the last 5ish years has come from a couple of things.

You have things like Google review and Yelp reviews.

So like you have social proof, you've got ratings, you've got people who will go and say, hey, here's what happened.

I would give this one star.

I would give this five star.

You've got the element of we became closer to families during COVID somewhat and then that feeling in those emotion states.

So you like, you hear the saying, people buy on emotions and justify with logic, Right?

Absolutely true.

But a lot of sales processes that are taught are large logic based.

Exactly.

And the way that you get through that is asking really good questions.

So I, I hope that I unpacked what you were looking for.

Absolutely.

No, I totally did.

And it's, it's one of the things that, and, and of course I've always said that, you know, that justify with logic.

I mean if we're, if we're driving a car and that purchasing decision is the car, then you know, logic's the steering wheel.

It's pointing us in the right direction.

I think that where people going to.

Leave us stuck there without emotion being the gas pedal to move forward, right?

Where, where people will, where salespeople and entrepreneurs really screw this up is they don't understand the conditions.

Okay?

There's objections and conditions.

So I bought a car and my condition was the seat.

I don't care about the color.

I don't care about it.

I'm a big dude, right.

I'm six two this morning I weighed myself.

I'm 301 pounds, right.

I'm a big guy.

And so I go and I'm looking at cars and the guys are like, sale and discounts and prices.

And I'm like, no, no, no, we're in the, we're in the wrong ballpark.

Seat, I need to know about the seat.

And they're like, no, no, no, we got these greats.

I'm like, I don't care about all that right now.

Yeah, like what's comfortable for you?

The condition.

The thing that I need to solve for before we talk about anything else is does the seat fit me?

So when the last time I bought a car, I test drove like 15 cars.

And I told the salespeople, I'm like, look, I came in on a Monday, Tuesday or Wednesday because I didn't want to Screw up your weekends, and I didn't want to screw up your numbers.

Right.

And I'm telling you right now, condition, I got to have a good seat that fits me.

I don't care about anything else at this point.

The first thing that we're going to talk about is the seat.

And so, like, in your discovery process, everybody's got, like, let's uncover some conditions.

What's important to you?

What do you want to have happen?

Paint, like, look, Sam, paint the picture of this episode.

Tell me, tell me what you're looking for from me today.

Just give me a couple of items.

Yeah.

What is it you want from me today?

Yeah.

Beautiful.

So today I would love to have an actionable item that the listeners can, you know, immediately implement and something that will change them in their conversation.

And then also, it'd be great to hear your perspective on exactly what we are talking about, which is how the conversation has shifted within the home services industry and how we can maximize this next year of.

Of sales.

Because knowing it's shifted, how do we capitalize on it?

Cool.

So let me just unpack a couple of things that I heard you, and correct me if I'm wrong.

You want information that's going to impact your listening audience.

It's going to take care of them.

You want to know some strategies that are going to help close some deals.

Correct.

Right.

And you probably don't want the fluff.

Sure, Absolutely.

Okay.

Now, if I can.

If I can get those three things for you on a scale of one to 10, one being that you don't care, 10 being super important, where is that for you?

Yeah, I mean, it's got to be, you know, for sure.

At least a nine, because that's what I just listed.

Right.

I can absolutely help you with that.

Cool.

Right?

So, like, I'm, I. I don't figure out a solution for anybody until we do some sort of discovery.

I'm not saying, hey, look, Sam, I can deliver those things 100% without asking, what is it that you need?

And so if we're going to talk about, hey.

The emotions of a sales process, one of the things that I see entrepreneurs, salespeople, service technicians, plumbers, everybody screw up is they treat the.

The discovery process, so to speak, as an event.

It's like, I just got to check this off the list, and they're not really listening.

Right, right.

And if you notice, what I did was I listened to your answer and then what did I do?

Well, one, you slowed down.

You slowed everything way down.

Step one.

And then Two, you restated it back and clarified.

And then you judge.

Then you made me put a meter on it.

It's like, how important is this to me?

And I waited.

And he waited.

Yep.

Just, just like I did right now.

Like, you hear the saying that the sales is in the follow up or the fortunes in the follow up, and sometimes the fortune that's in the follow up is not asking anything and just kind of sitting there shaking your head, listening.

And if, if there's one strategy that I can help salespeople with, like right now that'll cost nothing, is the next time that you ask a question of discovery is just sit there for an extra 10 seconds.

It'll feel like a minute and just kind of sit there and either write something down or look at somebody and that person that you're having a conversation with is going to give you a little bit more information.

And then you go, oh, tell me a little bit more of what you mean by that.

Right.

I'm going to peel back the layers of those onions.

I want more information.

I want that person to know that, like, they're important to me, that the conversation is important to me, and that I am willing to take more time than anybody else.

If you sit down with discovery, for me, if the industry says it's going to take 10 minutes, I'll take 20.

If the industry says it's going to take 20, I'll take 40.

I want to have a deep understanding of how I can help you.

And I went back a couple of times back and forth before this episode.

Sam, what can I do to help your listeners?

Right.

I want a deep understanding of what I can do.

And then if I can't deliver it, I'm going to say, that's not something.

I can do 100%.

And this is such an important skill in the sales conversation, but also in, I mean, just in life, in the conversations we have with.

One of the things I love is how we can apply all of these specific skills, cells, skills and items to the other area of areas of our life to be able to just raise the standard.

And so this, these are incredible skills for conversation with our kids, with our partners, with our co workers.

It's like, okay, how can we get people to see our way of thinking also?

So everybody's on the same page and win.

And man, I just love, love so much of this.

So, but let's dive in a little further, though.

So we've got, you know, we're asking discovery slow things down.

The power of patience and waiting and like Getting into this next phase of, you know, sales.

In home sales, you know, what do you see as different?

What do you see?

The things that are the same, that will always be standards that will carry.

Through the same as caring about the people.

So I have the benefit of working with Jay Abraham, arguably one of the best business minds alive today.

And he.

He really teaches preeminence.

Care about your client more than anybody else.

Right.

So I work side by side with Jay.

We've got a product together.

I benefit greatly from the people that I have around in my life.

So the thing that stays the same is care about your freaking client.

Okay?

Like, you get that one down, I go somewhere, you go somewhere, Listener go somewhere, viewer goes somewhere.

And the person only cares about making the sell.

They got what we refer to as commission breath.

Right.

I don't want to work with them.

I don't.

There's a saying, it sells funny as money.

I want to have fun when I'm buying.

Right.

So funny as money will translate no matter where you go.

Just got to be aware of inappropriate conversations.

That's really easy to fall into.

All right, I'm sure we have.

You've got 100 stories of those.

I know I do.

I could tell you stories.

And some of them are not safe for work.

Exactly.

So where.

Where we have changed a lot in the sales process is most sales are telegraphed right now.

Most buyers know that they could ask for a better deal.

If you're in sales long enough to know you.

You learn something really fast.

There's always another deal.

Right?

Right.

And so people lead with FOMO and they, they push that fear of missing out button too hard, and everybody's like, I could probably call you tomorrow and, you know, get the same deal, right?

No, no, you gotta buy right now.

There's 10 of them in my trunk and I gotta sell you one of them and you gotta buy right now.

And so sometimes what doesn't work is the traditional old school selling process.

Some of the old hardcore closing, some of it does work.

I mean, there's a but for every seat.

And they say in car sales, some of it does work.

But you know, the.

The days of somebody, you know, just smashing through some sort of a boot camp and having consistent numbers after, after that, without help, without coaching, without training, I don't see it working.

I'm glad.

Well, coincidence.

I'm glad you said that.

Yeah.

So, so, and I 100 agree.

Of course.

That's obviously why.

That's one of the main reasons I built this company, is for exactly that.

To support people not just in learning the things, but implementing it.

It's like we've got to practice it and use it.

So along that same line, then what would like in an ideal situation be for you?

If you were.

So you're putting together a.

Say you're an individual or a company or really just putting together that package of like, what is the optimal amount of training?

And then the ongoing.

Like, you can't just smash a boot camp and expect the numbers to be long term.

What, what, how, what would that look like?

So as a corporate sales trainer for 10 years, the fight with me and management was this.

They wanted the numbers to be great in the off season and then in the peak season, we knew numbers were going to happen.

And so the fight that I would always have with management was, hey, Scott, we don't want to put the numbers towards training.

And I would say, hey, listen, what we all need to remember is we have time delay.

If you tell me on August 1st that you want the guys up and running because of the market slowed, I'm going to tell you it's going to take me two to three weeks to get them back into shape because they're fat.

You know, they've been able to speed through calls.

They don't have to slow down.

And so what we need to do is preferably two hours per week.

Right.

And then we're going to back off and go one hour per week and then look at whatever topic that we need to take a look at.

Now that's as a group, Right.

I have a preference.

I don't like to teach more than 12 people at a time.

If you called me and said, hey, Scott, I want you to come out and train my heating and air company, I'd go, great.

How many managers do you have?

Sure.

Because if I'm going to train, I want somebody to be in that room proving that it's important.

And if you're going to have me come out and train and you're going to pay a significant sum of money, it's going to be a lot.

You're going to, you're going to sweat, you're going to look at it and go like heck, right?

It's going to be a significant sum of money.

I want you to be there to introduce the conversation that this is Scott and he's here to train the guys and you better take it seriously because it's a huge amount of money to make this happen.

So it's, it's.

I'm going to answer your question.

In a different way you probably didn't expect.

It's great.

If you were saying, hey, Scott, going to talk about training, then that has to come from the top of the leadership saying, we are.

We've invested in training and this is what this looks like.

We've paid a significant sum of money and we're going to pay a significant sum of money in your training, in your time off out of the field, in us not taking calls.

I like to say super importante.

This is super importante to me.

Right.

So that starts here at the top.

And.

And the magic number that I found consistently was 60 to 90 minutes a week minimum.

Nice.

After about three hours, it drops off.

So somewhere between 60 minutes and three hours a week.

Beautiful.

Trying to hit a Monday or Tuesday.

And I know the thing that sucks is those are the busiest days.

So, you know, there's ways to alleviate that.

There's things that you could do as a business owner, but those first few days of the week, that's when the most people.

The people that you're trying to serve need the most amount of attention.

But everybody's watching games and going to the mall and hanging out with family.

Right.

It takes on a Monday, it takes somebody about four to six hours to get in the game consistently over time for them to remember everything that they're supposed to do.

Like, I.

That's.

That's crazy to me.

If I was investing money in leads, like, the most insane thing is, let me give you the most expensive leads and you're not prepped.

No, that's ridiculous.

Like, bring me the guys who are struggling the most on a Monday morning and the guys who are doing okay.

I'll talk to them on Tuesday, right?

Yeah.

Oh, this is.

This is super good.

So everybody paying attention?

I hope you've got your sales management, owner's management ears on, because the.

Some of these, like just this random.

This str.

It's not random.

Very intentional strategy here is.

Is.

Is making so much sense.

I love it because it's.

That's actually how I used to run my sales team.

So so often.

And it's cool to get some confirmation here.

Success leaves clues, everybody.

You know, Scott and I have never talked about any of this.

And you could literally go back and, you know, see my calendar of when we're doing our meetings and things like that in the sales team.

And it's the same schedule.

Just didn't even know it.

So we've got this sales team.

We are.

Or.

Or we're.

We're that person.

We're focused on that type of a.

On the result.

Right.

We're.

We're practicing, we're role playing.

You know, set us some criteria for those practice sessions.

So let's just kind of dive in, get a little granular on.

What does that boots on the ground look like?

If people want to really practice in.

Their company, okay, everybody practices.

There's no days off.

Right.

And if you're going to come and practice, you're going to practice with intent and you're not going to sandbag it.

I was going to use a different term.

You're not going to sandbag it.

You're going to.

You're going to give it your all.

And sometimes, sometimes it takes.

I say it.

You say it.

You say it.

I say it.

Right.

Here's the thing.

One of the areas where you find people struggle the most is where they met a comment and they tell you what they would do.

Like, look, I don't care what you're going to tell me what you're going to do.

I need you to role play.

You can get into character and be an athlete, method actor.

That's cool, right?

But as soon as you're in character, I need you to be the dude that's going to role play or the chick that's going to role play.

The people who struggle the most are the biggest criticizers.

So if you're going to be in a room and you're going to set up some role play, like let's say that you and I go, and I go, hey, Sam, I want you to role play the door approach.

Sure.

Fantastic.

We're going to go through the room and we're going to say, I need one thing that Sam did well and nobody can repeat.

Okay.

Oh, Sam was perfect distance from the door.

Fantastic.

What's the next one?

Sam, you know, opened up with.

With enthusiasm, but not too much.

Fantastic.

Now, what's one thing that Sam can improve?

Right.

But nobody can repeat the same thing?

Well, what you're going to find is after about seven things, people are like, he wasn't picking his nose.

Really reaching for something, right?

Yeah.

And then at one hour, you're done.

And here's the thing.

Everybody role plays.

And so if you have 12 people in a training session.

So for me, at the peak, I had 66 guys that I trained on a weekly basis.

So on Mondays I had 12 guys.

On Tuesdays I had 12 guys, and that was just technicians.

I would also work with plumbers, I'd work with the call center, I'd work with Salespeople.

So like my day was filled with role playing.

Sure.

As, as you do this, I would say record every session.

And there's a couple reasons for it.

One, it keeps people in line, the shenanigan level goes down.

But two, there's also genius that somebody says something, you're like, I'm going to add that to the script.

You could go back and say, like, I always like would wave my hand so that when I would go through looking for editing, I would look for the camera.

For me doing this.

Okay, yeah, that told me that's where I needed to look in that spot and go, there was some genius there.

Love it.

That, that's so beautiful too.

And you know, it's really fun that you mentioned that because there's been a handful of times just across the country training places, either I've said something and somebody, oh my God, what was that?

It's like, oh, I don't even remember.

Or somebody in the, in the crowd.

So we've like always records.

That's why everybody listening is like, how many times have you heard me say, if you've listened to very many episodes, you've got to record yourself.

You've got to record yourself because it speeds the learning.

But also sometimes we just say stuff that is brilliant and we don't even know it until, unless you've heard it.

So what I'll do, I, I, I live this myself.

I, I've got old school voice recorders here in my bag.

I've got old school voice recorders like the kind that you, you bought 10 years ago.

Okay, sure.

And I have a headset just like this in my car.

And what I'll do is if I'm trying to think through a concept or a script, I will take my headset, I'll plug it into my voice recorder.

I live in Sacramento.

Ish.

And I will drive to Monterey.

I will drive to San Francisco with no music on, with me re saying and redoing the same thing over and over and over again until I get it perfect.

And then once I do have it and it is perfected, I'll repeat myself somewhere between 70 and 100 times.

So it different you, There are different numbers that you're going to hear in the world of repetition for you to hit mastery.

Some people will tell you between 20 and 30 days.

Some people will tell you between 60 and 70 events.

Right.

Well, what, you know what's faster?

For me, 60 to 70 events is way faster than 20 or 30 days.

Oh, agreed.

Yeah.

So if I drive three hours to Santa Cruz or three hours to Monterey.

I can talk a lot to myself.

I just put my phone on airplane mode.

Leave me alone.

Right.

If anything in the world is going bad, I can't do anything about it.

I'm in a car doing 60 miles an hour.

Repeating your scripts to yourself anyway, right?

I probably look like a madman.

You know, hey, got the headset going.

Look like I'm trying to go to space in my car.

Oh, my gosh, this is so fun.

When I was like the, the number of times that I've done the same thing, you know, I started the same, you know, years and years ago.

It's funny, you were talking about the ways that we used to have to get training material.

You know, I've told this story before.

I had to.

My very first anything.

I opened this magazine and saw a Brian Tracy ad.

Had to call the office, mail a check to them, and wait two weeks for my CD and workbook set to come in the mail.

And that's all we had.

We just had to just otherwise go out and, okay, I said, this, this didn't work.

Let me change word, maybe change another word, see what happens.

I, I, you know, I think back of some of the, my favorite CDs to listen to.

One of them was Brian Tracy.

Right.

I had a company vehicle and I had to get permission to put a CD player in it because it was a stock radio.

Sure.

And I went to the owner, I'm like, I need to put a different radio on this truck.

And they're like, well, there's one in there.

What do you need?

I'm like, I, because I had spent a hundred dollars a month, I had like two or 300 CDs.

Yeah.

And so some, like, I had a range of what I listened to when I was struggling.

And this is true for anybody here.

Everybody here has tools that are free, free, free.

Okay.

So if you're struggling, one of the best things to do is to go to YouTube.

And we are not going to talk about sales.

We are going to talk about a totally different topic.

Who is your favorite standard comedian?

Sam.

Favorite stand up comedian?

I'm kind of classic, man.

I'm down with like, oh, Seinfeld and cool Andy Kaufman, stuff like that.

Good.

Here's what I want you to do.

I want you to go find 10 of your favorite sets that a comedian has done and I want you to create a playlist.

Sweet.

And the next time that you're struggling, I'm just gonna, for one hour, I'm gonna sit here and listen to stand up comedy.

I'm going to laugh.

I'm going to get everything out of my system.

I'm going to, I'm going to try to find the funniest thing that I can listen to.

And the reason why you want to have a playlist is you have go to content.

Like, I'm a fan of pre setting up everything that I can before I need it.

So driving.

I was going to go to the ocean on Saturday, right?

For me to go to the ocean from Sacramento.

It's two and a half hour drive and I jump on i5 in Sacramento.

I5 runs north and south and like my tire light comes on and I'm like.

And there's a tire shop not too far from my house.

It's Les Schwab.

And I pull up and it's like the time was perfect for me to be at the ocean for a sunset for an hour and then drive two and a half hours home.

And I get there and they're like, it's an hour and a half wait.

I'm like, I got an hour and a half to work.

I have a Bluetooth keyboard in my car.

I have notes for things that I work.

I teach on Mondays.

So I worked on my show notes for the, for the course that I teach on Mondays.

Never in a situation that I don't have something to do.

So if I'm stuck, I always have something to listen to.

It could be stand up comedy, it could be business, it could be goals, it could be personal.

So, like having things staged in your life saves you time whether you get stuck or not.

I always have a book on me.

I'm always writing a book.

So, like, there's never a time where you're like, oh, you're going to sit around and watch TV inside of a lounge in the Les Schwab Tigers.

No, I'm working, it's Saturday.

I got.

You're not going to outwork me.

I will outwork anybody.

Right.

And so the way that you do this is you create playlists.

You find somebody that you like that's motivational.

I like ET the hip hop preacher.

For whatever reason.

Right.

Who knows?

Doesn't matter to me.

Boom.

Goes into a playlist, right?

You find, you find the ways for you to get through your funk faster.

We all have it.

I have bad days.

I lost a $25 million deal probably two, three weeks ago.

You want to talk about a funk?

It was a $25 million deal.

Right, right.

But like, I have my phone and I'm Looking at it right now, and I'm looking through my playlists and I'm like, okay, there's 1, 2, 3, 4, 5 things that I can listen to if I'm stuck emotionally.

Like, we.

We all hit the loop.

Like, here's all the bad things going on in my life.

I have got a bad closing rate.

My dog doesn't like me.

My wife doesn't like me.

I got cut off in traffic.

You got to get out of that fast.

The sooner you get out of that, the faster you get back into closing deals.

Oh, I love this.

And why is that?

It's the energy, right?

It's the energy.

And, like, if you listen to Tony Robbins, focus goes where energy flows.

And so the thing about humor is, like, you have to think about humor to be funny.

I did stand up comedy for a while, and stand up comedy means you have to focus on your set.

Even if you're doing improv, you can't focus on, poor me, my life sucks.

Like, you got to think about, like, what's the joke that I'm going to tell?

And so it shifts your focus from, like, everything's going wrong in my life to this is what I need to do.

This is a such a good conversation because it.

It's very refreshing to have a conversation like this, especially in our industry, because so many times it's full of.

It's very pretentious and full of a lot of things that, honestly, that everybody's talking about that are less important than any of the hard stuff that people are talking about.

Which things like this.

Right.

You have bad days.

Yeah, bad days.

Do you miss sales 100%.

I am sitting in the moment of a couple big lost sales right now, in fact.

Yeah.

Hey, my name is Scott.

I'm not 100% closer.

I lose deals.

I do stupid things.

Right.

Please do not put me on a pedestal.

I do some really cool stuff.

I screw up to.

Like, I, like, if I came here and I'm like, I'm the greatest thing since sliced bread.

I'm not.

It's not true.

Like, and I think that in the industries, people get so stoked on, like, here's the person and here's the things.

Right?

I don't want to scream and yell at somebody.

Yeah.

My dad passed away five years ago, six years ago.

He was the one person in my life that could scream and yell at me.

Right.

I don't want somebody to have to scream and yell at me to be motivated.

Right.

I want somebody to have a conversation with me.

Hey, buddy.

Look, man, things suck right now.

I get it.

Let's get you back and let's get you back in the game.

Let's put a band aid on this thing.

Let's get your boo Boo covered up.

100.

Let's do it with some stand up comedy.

Let's be real.

I.

Hey, I lost a 25 million dollar deal.

That it?

I didn't get all that money.

I got a percentage of it.

But a percentage of 25 million is a big check, right?

I lost it.

I wasn't anything that I did.

Mistake made from somebody else.

We're all one stupid mistake away from losing a deal that has nothing to do with us.

It's not our fault.

I'm a human being.

I hope that everybody understands.

Like, hey, I got some really cool things that I could talk about.

But at the end of the day, I'm not perfect.

I don't ever want anybody to think like, hey, you're.

Do you do all this great stuff?

Nope.

I mess up too.

Yeah, 100%.

Oh, geez.

I, I can absolutely resonate with this.

In fact, it's, it's really interesting that it was on a coaching call with one of my coaching clients just before our podcast episode, and he was, he's a selling technician.

And, and I hope you can actually speak to this a little bit.

Yeah, I've seen this happen a lot in the industry is he's a selling tech and he's beating himself up.

He's like, man, I see all these guys all over the Internet that have like 90% close rate and all of these crazy average tickets.

I'm like, dude, listen, it's fake news.

They're patting some numbers here.

But can you, can you talk about set some actual practical light on this?

Can I?

Like all the Instagram reels we've been seeing lately.

You need to put some asbestos underwear on for this one.

Like, I'm gonna hurt some feelings.

Is that okay?

Bring it.

Because we probably agree.

All right, now if you notice, what I just did is I got confirmation that we're gonna have to have a tough conversation.

And so sometimes with meeting with people, your client, the people you meet with, you're like, listen, we're gonna travel into a realm of uncomfortable conversations, and I want you to know that this may disturb you a little bit.

I, I have videos on YouTube that I've talked about that there are fake numbers out there.

Okay?

Now aspire to be a badass.

Whatever that means to you.

Right?

So you may say, hey, Scott, to me, that means I make $120,000 next year.

Freaking fantastic.

I'm.

I will cheer you on.

100 of the way.

Hey, Scott, I want to do 200 grand next year.

That, to me, that's a lot of money.

I'm like, freaking, congratulations.

You can do it.

Hey, Scott, I see these guys that have these ridiculous numbers, like, make sure to live up to your expectations, because when you take a look at some of these huge numbers and freaking congratulations to the dudes doing it, right?

I don't want to take away from anybody in their numbers, right?

But there are very specific circumstances that those dudes and those chicks get for them to hit those numbers.

Now, my little brother sells heating and air, okay?

He's here in Sacramento, works for a company here in Sac.

He'll probably hit 4 or 5 million in revenue this year for sales in.

In some companies, like, that's all the revenue they do in a year.

Okay.

I know a guy here in Sacramento that hit like 7 million last year, 8 million last year.

So, like, yes, it's possible, but what's the backstory?

Right?

Okay.

This is the piece nobody wants to talk about that I'm happy to shed the light on because I'm tired of people beating themselves up for these unrealistic expectations.

Listen, here's the thing.

If you're making over a hundred grand in the industry as a selling tech, you're in the top 10%.

Freaking congratulations.

You are amazing at what you do.

And if nobody's told you, man, I love you.

Keep going.

You got this.

Agreed.

Okay.

Right.

So I. I worked in a large organization.

I managed a sales team, and this is the way that it works.

Heads up.

Feelings are about to get hurt, okay?

So there.

Every company that's out there that's big is part of some network, okay?

You can name them, whatever, who cares?

Network one, Network two, Network three.

And so what happens is they have quarterly meetings.

Yay.

And dudes end up at the bar and they got their drink.

I got my monster pipeline puncher in my hand.

Pretend it's whatever beverage you want it to.

And there's a dude that sits at the bar and he thumps his chest.

You know, my guy over here does 7 million.

And then another dude goes, oh, yeah, I got a guy over here doing eight.

And it becomes a revenue measuring contest.

Now, here's the thing that sucks is to get that guy to where they need to be.

Good job.

That.

That.

That person's probably got skills, talents, and capabilities probably better than me, okay?

To do those types of numbers and have that type of fortitude.

They're probably better than me.

And I'm okay with accepting that.

But here's what most people don't know is they are fed.

They are 100 fed to the detriment to the rest of the team.

Yep.

Okay.

And once you realize, hey, some of those guys, not all of them, some of them will never, ever, ever, ever, ever, ever hit those numbers anywhere else.

They can't be duplicated another company because they really don't have the skills.

Some, like, heads up, I know some ballers in the industry of heating and air that would do 7, 8, 9 million, 10 million a year breaking ballers.

Some of the dudes that are hitting those numbers are not.

And you know what?

Here's the thing.

When those dudes hit a sales slump, they are the worst to train, they are the worst to coach, they are the worst to work with because they're, they're crybabies.

So the two hardest people to coach and train are the people who are fed leads and the people who are naturally talented.

Okay?

So if you are a tech right now and you're like, I'm looking at this Instagram reel and this guy's doing a bazillion dollars, good for him.

He's probably got really cool circumstances, right?

But who are you?

What number do you want to hit?

What number is important to you?

What's exciting to you?

Right?

It's cool to look over there and be like, oh, that's possible.

That's fantastic.

Right?

I'm.

I'm in mergers and acquisitions.

I do buying businesses.

Lost a $25 million deal, okay.

Talking to one of my buddies, he's like, I'm in the middle of $150 million deal.

You're like, that guy's six times bigger than me, right?

It doesn't.

Like we're comparison devices, sure.

But Sam, we should compare and then have aspirations, right?

If you're working at a company and you're gonna max out at a three million dollar year and you hit 3.1 freaking fantastic, right?

Celebrate the living hell out of that, right?

Don't look at the guy who's doing 7, 8, 9, 10, $100 billion and be like, poor me, I'm not as good as him, right?

Like, you don't understand the circumstances, you don't understand the deal that was made.

Like, you may not ever be able to compare yourself against those circumstances.

And you don't know.

I, I will tell you 90 of the time, 90% of the time, there's a behind the door, deal made.

And I'm going to hurt some feelings again.

And that dude is fed, Won't go to one.

Leggers has prime time appointments, only works certain schedules or zip codes.

Right.

If when you start looking at time value of money, there becomes a point where you have to figure, okay, you can't have drive time, and you have to have perfect appointments to hit certain metrics, right?

Absolutely.

And it's unrealistic for everybody to think I can do that too.

Now, here's the other problem.

For some of those techs, we're gonna open a can of worms.

Some of those techs don't know what they're doing.

When I was a technician, there was a couple of people in town that were like, supposedly all the way up here, but didn't have the freaking technical capabilities.

You know what they could do is they could talk somebody into buying, but they couldn't fix equipment.

Right.

And so the other dark side of the industry is we'll just send somebody out there and sell them a new one.

Just sell it.

At one point, I went and trained with a company somewhere in the United States.

Okay.

Got to keep it big.

Yep.

And I.

And I rode with a guy that had zero parts in his van.

His job was to sell a system.

His job was not to fix anything.

Like, literally zero parts.

There was nothing on the shelves.

Geez Louise.

Yeah.

I am so much on this platform with you.

Something that I've said for a long time is, you know, recognizing what has happened to our industry.

You know, 40, 50 years ago, the most trusted man in town was the, you know, person in town was the plumber, the AC guy.

Hey, my heat's out.

I'll put on a pot of coffee.

I'll be there, here in about 20 minutes.

And then what happened?

This kind of thing happened to our industry.

So I'm on this massive, like, fight to let's bring trust back to the trades and just do serve people properly, do the things the right way.

And this is one of those things that is just always stuck in my cross.

Like, that's not serving.

That is not doing things at the highest way that we possibly can.

So thanks.

Thanks for some of this insight.

So, Sam, can we calibrate here?

Absolutely.

Are my answers too long?

No, no, we're good.

Okay.

Just making sure.

Right.

If you notice I checked in.

Like, if you're not doing this in your sales calls, you're missing out.

Right, Sam?

Like, we.

We're.

We're like 40 minutes into this.

I didn't, like, sometimes People get me excited.

I talk about topics and I hurt feelings and I get super stoked to be like, you gotta know that this happens.

And I don't realize that I talk for three, four, five or six minutes.

I love this.

So another way to say, everybody, this is so perfect.

One of those things is just call out the elephant in the room if something goes awkward.

Everybody listening, mention it.

Oh my gosh, I'm so sorry that I just did that or I totally forgot.

Wow, I spaced that out.

Literally.

Just say whatever it is is going on to normalize it.

If you have a sales appointment especially, or a repair appointment and something all of a sudden seems awkward, laugh about it.

Just like we're talking about fun, joy and laughter.

Have fun with them.

It's okay.

It's okay to talk about the things that are going on during your appointment or during this interview because it makes it natural and normal and authentic, right?

So just like, what happened here?

Do that in your appointment.

It's okay.

We're all human beings, right?

We all have bad things that happen in life.

We all have good things happen in life.

And the thing is, we do need to check in to an extent.

Salespeople are actors.

We have a script, we have a presentation.

The people that we're meeting with don't know that we have a script, don't know we have a presentation.

So it's part improv, part acting.

And sometimes we forget, oh, I went off on my lines.

And it's okay because they don't know what it's supposed to sound like.

No, and it's perfectly fine.

I think that's one of the things that, like we, we get into all these different trainings and all these, you know, everything from the, you know, sales training to all the stuff we see online, and everyone takes it themselves so seriously and they forget that and the science.

And I love that you're talking about having fun.

Like, let's go listen to our favorite stand up comedian.

Get us back in the right mood with the right energy.

And for everybody that's listened to, you got to have fun with your, your homeowners.

There's an actual study.

The wavelengths in the brain, the wavelengths of fun, joy and laughter are almost identical to when people think about money and spending money and finances.

Anything else, being angry or frustrated or all of that is not the same wavelength.

So we've got to get them closer to fun, joy and laughter.

If for no other reason, it just comes closer to where they need to be mentally to think about, about buying stuff and More importantly, taking care of their problems.

I use buying stuff very loosely in the conversation here, but.

But, man, this has been an awesome episode.

I knew that it was going to be.

You're exceptional at improv and obviously sales training.

But tell us, tell everybody a little bit of what you're doing.

Now, I know you mentioned mergers, acquisitions.

You've got your YouTube channels going.

So give everybody the big rundown and how they get in touch with you.

Yeah, absolutely.

So my.

My latest thing is I do help companies exit.

So somebody wants to prepare their company to exit.

That's not a, like, tomorrow thing.

There's a.

It's like, if I'm gonna go work out and be in a competition, there's months of time in preparation for that.

So usually to prepare somebody to exit can take from two to three years.

So look at companies.

I look at companies for my portfolio that I want to buy and things that I want to do.

I put out YouTube videos for fun.

I've put out heating and air training YouTube videos.

I hit video number 730 the other day, so I put out two years of content without missing a day.

I talk about anything and everything that's interesting to me.

Sometimes people like it, sometimes people don't.

Hey, I'm leaving breadcrumbs.

Someday somebody's going to wake up and be like, I need to know about this topic.

And I don't know, in another 60 days, I'll have 800 videos.

It's.

That's probably like 790 more than most dudes cool with it, pretty much.

I write books.

I got a book coming out on sales scripts and word tracks.

I spent 11 days on the beach on the North Shore of Oahu, and I typed this out by hand.

No chat, GPT, no nothing.

Typed so much that my fingers froze.

I couldn't move them.

I got a book for board members, questions for the board, right?

I. I figured out, hey, if I really want to be seen as an expert, I gotta have the books to back it up.

There you go.

Just finished this book on Saturday.

Is a big deal magnet for deal makers, right?

So as you grow and develop, here's what you're going to find is you start picking up pockets of information and things that you get really good at, and then you can monetize them.

So podcast, YouTube videos, book writing, public speaking.

I would encourage everybody to decide to be the best at what you're going to do.

Like, I don't care what the guy who's doing a bazillion dollars in sales.

I'M going to live up to my limit.

I'm going to live up to my expectations.

I'm going to aspire to be and do those things.

How much time do we have?

Because, like, I got a couple more things that I can go over if it's cool.

We are.

Absolutely.

We're good.

Yeah.

So one of my good friends, his name is Dr. Kevin Hogan, and he's written 27 books on persuasion.

And when I say good friend, like, I've been the best man in his wedding.

So, like, we are friends.

Like, we hang out and so we talk about psychology.

And, like, I really used a lot of this for the underpinning of my sales training in when I first started training technicians.

And one of the reasons you people couldn't beat the technicians that I trained is because I had a better understanding of psychology and how people make decisions.

Right.

So Kevin and I were having a conversation one time one night, and we were talking about the TV show Survivor.

Okay.

So TV show Survivor.

There's groups and tasks and things that you got to do and conversations that you got to have.

And this was early on, like 2010, 2011.

So, like, we're talking really early on in Survivor, and there was an episode where there was three people left.

Whoever won the challenge got immunity, and it was for like a million bucks.

And the task was build a fire from nothing.

So you took two sticks and you rubbed them together.

Sure.

So this has everything to do with you and me in business and competition, so please pay attention.

Three people competing for a million bucks.

One person takes their sticks, they start rubbing it together.

They throw their hands in the air and they said, I'm done.

Can't do it.

Not even going to try.

That's your competition.

Two people left, both rubbing sticks, both rubbing.

Trying to make a fire.

Trying to make a fire.

Trying to make a fire.

One competitor kept looking over at the other dude, lost his focus.

Who won?

The person who dove in said, I'm going to build a fire.

I'm going to make a fire.

Right.

They live to their aspirations.

They live to their.

And Kevin and I talked about that for probably like three or four hours one night about how many times we get stuck looking at other people's fire.

Right.

So you ever coach and train with me, I'm going to tell you the same exact story.

You're going to come to me with a problem.

Are you looking at other people's fires?

Right.

Have it in your head like, this is what I aspire to be, but I'm going to Focus on my thing.

I'm going to focus on what I'm going to do.

Stop looking at other people's fires.

Like be inspired by them.

Right.

But focus on your thing.

So a couple things that you could do.

Everybody has a cell phone.

Like, I shoot all my YouTube videos on A300 Samsung.

I've got like a $3,000 camera in the other room.

But it's a pain in the butt to set up and, you know, take it around.

Right.

I could put this in my pocket, somebody could steal it.

I'm not out three grand.

Okay, yeah, everybody can do this every 90 days.

I'm going to do this live, if that's okay with you.

Absolutely.

Okay.

So my camera around.

I got my camera going.

Okay.

So you could kind of see the office that I'm in.

Right.

I'm going to put it on video.

Let me put this on video.

Hey, Scott, it's reaching towards the end of the year.

We got 90 days, buddy.

We got 90 days to get stuff done.

Here's the things that we're going to focus on.

Video sales letter.

That is Paramount.

You spent a couple days in Texas working with Alec and his team, man, you know, you got to do.

You got to lose 30 pounds.

30.

Your birthday's coming up March 30th.

We're going to push this to like a six month goal.

You got to lose 30 pounds.

And then, you know, the other thing is you're working on cooking, you got to get good on making sauces.

Those are the three things that I want you to focus on for the next 30 days.

The weight thing is going to be a little bit extended.

Here we go.

So then what you do, right, is you take that video and that is like the thing that you start your day with.

What's your focus?

What's your intent?

What's your goals?

Like, your stuff's private.

I don't like.

If you want to tell me your goals and they're legal and moral.

High five, buddy.

Let's have a conversation.

You want to tell me you want to break the rules?

You want to be a thief?

You want to be a felon?

You want to lie, cheat and steal to make deals?

I don't want any part of that.

I don't want my name associated with it.

I don't want anything to do with that.

So like, everybody here has the ability to just pull out a phone and talk to themselves.

Now here's the other thing.

I started really using this thing with Chat GPT, okay.

So you can program Chat GPT I don't know if you tell me if you can hear this.

Hey, Samantha.

Samantha.

Yes, Scott?

Can you give me my encouragement protocol?

Absolutely.

Here's your encouragement protocol.

You've created over 3,500 YouTube videos, have over 220 podcast episodes and have written 10 books.

You're an exclusive consultant for Jay Abraham and a coach for Roland Frazier at Epic.

Keep up the amazing work.

That's incredible.

So you can build an encouragement protocol onto Chat GPT.

It costs you 20 bucks a month, but you could tell Chat GPT to act as a therapist and have conversations.

The other day I'm down in the dumps.

Lost a 25 million dollar deal.

Like, hey, things happen to me too.

I programmed Chat GPT to, to be a conversational therapist with me.

We talked through it.

I moved through it faster.

Right.

I got out of that loop.

I got out of that problem.

I got out of that struggle.

So the faster that you can move through your emotional problems and sales, the faster you can get back to closing deals.

This is so timely for a lot of the people that.

The messages I've been getting lately are exactly this, I'm sure, as you can imagine, of course, you've coached the industry for a long time.

This time of year it's like, oh my gosh, I'm in the slump.

All of these things.

The we don't have enough volume.

And I love this because you're right.

It's what we tell ourselves between the doors, you know, in between knocking on the next appointment.

What do we tell ourselves in our head that determines the rest?

Right.

It's funny, we're just covering the, the famous Winston Churchill quote in the earlier today in a coaching which is of course success is moving from failure to failure with no lack of enthusiasm.

It's just exactly this.

We have to almost be bipolar or something in cells.

And that's true.

But you also have to let the demons out.

You need to like everybody, can we go dark side in the industry for a minute?

Like real truth.

Oh yeah.

I've got like missing piece in our industry right now is real truth.

I have 30 minutes set aside.

So Sam, I want to make sure you're cool with time because I, I.

Could easily go, fine, I'll split this.

Into two Cool dark side of the industry nobody wants to talk about.

Like at the end of the day, we all need some sort of therapy, some sort of conversation.

Whether that's talking to your dog, you know, whether that's talking to an animal.

I, I go out to the river, right?

And I, there's nobody out there.

I will go out there and just talk to myself and say, I'm pissed off, I'm angry, I'm mad, I'm worried, I'm lonely, I'm upset, I'm frustrated, and I just get it out of my system, right?

If I can get to the beach and where it's legal, I will write down all of my problems, and then I will rip them up and bury them in the sand, okay?

The one thing that nobody wants to talk about in the world of sales is the mental health that it takes to be a top salesperson.

I will share with you this.

Almost every top salesperson has a good coach that they call.

They're like, I'm pissed, I'm angry, I'm upset, I'm worried, I'm lonely, I'm not happy.

Things aren't going good.

My wife, my significant other's mad at me.

My dog hates me.

And they go, hey, let's get you back in the game.

Get it out of your system, right?

I need you to be on point, right?

You look at any professional sports, professional sports practice, but they got coaches for everything.

Like the top players in the NBA, the top players in baseball, the top players in football.

They've got massage therapists to get the muscles out.

They've got tutors for education, right?

If you want to learn a topic, they have mental coaches that will literally say, hey, look, tell me your problems.

Let's get.

And.

And we all.

I don't care who it is.

We all.

I've talked to enough salespeople.

There's universal problems.

The way that we look, the way that we sound, the amount of money that we make, the amount of money that we don't make.

Who's talking trash about me?

Who's not talking about me?

I've been in rooms with people who are 100 millionaires.

I've been in rooms with people who are billionaires.

You want to know what they have problems with?

Who's talking about me?

Who's not talking about me?

How do I look?

How do I sound?

We all have universal problems, right?

But the thing is, is we only want to talk about the closers.

We only want to talk about making deals happen.

We don't want to talk about the ugly stuff like the fake leads.

We don't want to talk about people who get fed.

We don't want to talk about the emotional underbelly or the problems that we all face.

Want to know why?

Because it's uncomfortable.

And that's exactly what I love about what I do is I, I, we talk about that here, which is good because, you know, we, we get into this zone where, you know, and I literally know people who've hung it up.

They've either stopped sale, they were just in, you know, people in sales are good technicians and say, you know what?

I want any part of this or even owners of, of their companies that they get lost in that loop of what they think is going on if they're strictly stuck in the, you know, in the social media loop of not knowing where to go.

And that's all they see.

And I know owners who've hung it up and said, went back into the workforce and said, well, maybe entrepreneurship isn't for me because they got stuck in that comparison cycle.

And so I think it's very healthy that we have these conversations, especially in an environment where it's not always the most popular opinion to tell people that, yeah, no real person actually does close at 90, 92%.

Let's talk real numbers.

The average person in home sales closes between 27 and 33%.

That's the average in the industry.

Top salespeople.

If you're in 50, 60, 70% ratio, you're doing amazing, okay?

Like, you're freaking fantastic at what you do when you start.

There is a segment of population you should never, ever do business with.

And let's just peg it at 10%.

And then let's just say for statistical averages that you have a 10% error rate when people start getting up into that category.

There's maybe 10 people.

There's 60,000 heating and air companies in the United States.

Okay?

60,000 heating air conditioning companies average has three technicians each.

There's 180,000 to 200,000 heating air technicians.

Probably just as many salespeople.

You're literally comparing yourself to 10 people on the planet.

You're like, we're talking like, you pick your favorite players in the NBA, you pick your favorite place players in football.

That's who you're comparing yourself against.

Now add in that they're probably getting help.

Not all the time.

Probably.

So, like, now you're upset and now you got sand in your emotional crevice because somebody's better than you.

Okay, great.

I am not the best closer on the planet.

I let that feeling go a long time ago.

I don't have to be.

Right?

I don't have to be, and I'm not going to be.

I'm okay with that.

There's people who are better than me.

Yay.

But there's People who are worse than me.

Yay.

Yay.

Right?

Right.

So, like, sometimes.

Sometimes it's not the sales skills that you need.

It's the emotional connection that you have with people.

Right.

I. I can think of times where I ended up at homes, and I never sold them a system.

The person just needed somebody to talk to you for the day.

That happens.

Absolutely.

Right.

Especially if you.

Number of times we've cried with people over the years.

Mother that just lost a kid or something.

I mean, it's ridiculous.

We're therapists.

You know, I think of a call where we're going into.

Chris, we're going into Christmas time.

Excuse me.

And I could think of a house that I went to in 2008 when the market would tanked Christmas time and the people needed a capacitor.

They were like a level three in the book.

They're 136 bucks.

And the wife just pulled me aside, and she was bawling her eyes out.

She's like, if I buy this, I can't buy my kids gifts for Christmas.

I was like, I'll take care of it.

Yeah.

Right.

So sometimes we deal with the tough situations in life, but, you know, we want to focus on the dude who's selling a bazillion dollars.

I'm not him.

I got.

I got a personal friend that's a coach and a mentor that is a fractional billionaire, meaning the dude's worth hundreds of millions of dollars.

And sometimes I catch myself going, dude drives a Rolls Royce.

Dude's got a private jet.

I don't have a Rolls Royce.

I don't have a private jet.

Right.

And, like, then I gotta remember, like, I'm on my own path.

Yeah.

I spend three months a year in Hawaii.

I write a book.

A quarter.

What are all the.

Like, you want to do a cool exercise?

Sam, what's something cool you've done in the last month?

Something cool I've done in the last month?

We were camping for the first time with the.

With the kids in the family, freaking, congratulations.

That's awesome.

That's got to be a good feeling.

Oh, super cool.

Right?

Notice that.

That didn't have to do with a million dollars.

Nope.

That didn't have to do with a shiny watch.

Right.

Sometimes those things are way more important.

So me, in the last month, I went.

Spent 10 days in London with my mom.

We went into her, you know, Abby, Westminster Abbey.

We went to Big Ben.

We went on the night train or the night ride around.

Sometimes way cooler than, hey, I've got a 30 or 40 thousand dollar Rolex.

Right.

Yay.

You as a technician, as a salesperson, you got to live your life now.

Sam, you asked me to talk about something specific we didn't get to.

Right.

How do we make sales when it's slow?

Yeah, for sure.

Because that's, that's a hard one.

Sometimes there's people, things that somebody's looking for.

Like, let's just say for a second I'm selling a heating and air unit at 10 grand.

Not a real price in California, by the way.

No, not at all.

It's funny, I love that comparison.

People get super quick.

Side note, people, that's the other thing that as a trainer across the industry, you get the vantage point of you get to look at the whole country at the same time.

Yeah.

So when somebody's like, oh yeah, this is great, we've got this, and they'll tell me, I can almost guess where they're at in the country by their price tag at this point.

And in profitability wise, some of the smaller towns and smaller places and less money are way more profitable.

California is super expensive and illegal to do everything.

So sometimes, believe it or not, you just ask a question.

Sam, listen, I'm at 10 grand for this unit.

I got you a discount.

We're at nine grand.

I mean, I hear.

What are you hoping for at this point?

That's a good question.

Totally threw me off the expecting from that question.

What are you hoping for?

Well, I guess I mean that I sure do appreciate what you already got for me.

Listen, at the end of the day, are you happy with me?

Yeah, of course.

You like the company?

Yeah, company is great.

You like the warranties and guarantees?

Yeah, that makes total sense.

Yeah.

You like the equipment?

Yeah, from what?

Everything you've told me about it so far.

Okay.

There's only got to be one thing that we're not doing right for you at this point.

What is it?

Just one thing?

Well, honestly, that's the, you know, the price is still not just.

I don't, I'm not really sure about this price, man.

I'm at 10 grand, right.

I got you to nine.

Got you a special, got you a manager discount.

You got to be hoping for something like I, I got all my cards on the table, right?

Where, where are we at?

What's going on?

Tell me, tell me what you need.

You know, I think at this point we just got to figure out how we're going to pay for this thing and, you know, get it.

So figure it out.

What I hear you saying is you want me to do the work?

Yeah, yeah, yeah.

It sounds.

It makes total sense, but we just.

Got to figure out a way for you to pay for it.

Yeah, that's.

I guess that's what it sounds like.

Were you planning on using cash, credit card, or financing?

Well, tell me more about those financing plans.

Well, the easy payment plans that we have, we could range from everything we've got, everything from 12 months, same as cash deferred interest, deferred payment, all the way to comfortable monthly, monthly payment.

And just off the top of my head, on $9,000.

We're probably like at 112, 115 bucks a month.

Oh, it's pretty affordable.

It's like $27 a week.

Wow.

Yeah.

I mean, if you.

If you figure it out, it's like less than a cup of coffee a day.

Right?

Well, tell you what, man, I. Geez, I don't know how I can say no to that.

Cool.

Let's do it.

It sounds good.

So perfect.

I love that.

One of the things that I find that sales people really struggle with, and I refer to this as a lockdown technique.

Like, I need to figure out, like, where is the objection at?

I'm gonna.

I have written on more ride alongs than you could count.

I have done more hours of role play that you can count.

I have talked to more homeowners after a sales presentation to find out why somebody didn't sell.

Okay.

And here's what it comes down to.

I need to confirm that.

One, you like me.

Two, you trust me.

Three, you like the company.

Four, you like the product.

And we need to get to one objection.

I want one objection.

If you have two, we're going to solve one of them and we're going to get down to one.

Like.

Like, I don't like the brand.

Okay, well, what do you like about the brand?

That one's brown.

I want it to be silver.

Okay.

We can find you a silver one, right?

Brand aside, is that the only thing?

No, it's money.

Like, I need to only have one thing that I'm trying to overcome.

In marketing and in.

In writing ads, they have this thing called you sell.

One idea, one concept, one strategy, one thing.

In closing and getting to the point, you need to get down to one thing that people are not happy with.

Right?

And if I can solve that one thing, can we do business?

Okay, that's one thing.

That's one thing that we need to get to.

The other is like, what kind of specials are you running?

Right.

There's all sorts of Specials like right now, as we're filming this, I hope I don't mind giving the time.

No, no, that's fine.

It's Black Friday.

So I coach entrepreneurs and business owners.

So today we had this whole conversation about swipe files.

Now, swipe file in the world of marketing is this.

You get up a bunch of ads and you look at the framework and you say, here is the way that they put this ad together.

And then you craft your own ad based upon their outline.

You rewrite the words.

You don't copy their words.

You look at the offer.

So one of the things that we talked about was the perfect thing about Black Friday is you can get a swipe file for an entire year in two weeks.

Weeks.

Like if you went to your email right now as we're filming this for a couple weeks before Thanksgiving, right.

And you like, even if you don't delete everything in your, your email, literally just type in Black Friday and then pull all of those ads.

And especially if they're outside of the industry.

Look at the structure.

Almost all ads in the industry are this.

Money off, percentage off bundle package.

Right.

I can, I can go into any town in the United States and look at just about every heating and air ad.

Money off percentage off or bundle.

Well, if you don't want to sound like everybody else, you don't want to look like everybody else, come up with a better idea.

Exactly.

Love this.

Oh, such good, good insight.

This is beautiful.

Anything that's been done the Same way for 50 plus years is ripe for revolution.

And this is exactly that.

This is how companies across the country are standing out.

And being exceptional is part of, it's just doing things different.

We don't have to always do it the same way.

So when, when I worked at a really big company here in Sacramento, I, my role was, I worked pretty much in all the capacity of the building.

Like, I didn't, I just wasn't a corporate trainer.

I worked in the marketing department.

I worked in the HR department.

Hiring.

I worked in the sales department.

I like if it was part of the business, minus daily ops and running numbers, I pretty much worked in everything.

And so one of the things that we would do is we would do a good, better best scenario for ads.

So, Sam, if you were my marketing partner, we would spend two weeks coming up with an offer that would be if times are good, minimal discount, sure.

Then we would spend two weeks coming up with a times are not so good offer and we would have two on deck.

And then what would happen was we Would sit down and we would go ugly.

Had good, bad, ugly.

Sure, what's our ugly offer?

And so we would run offer one good and things were going great.

We would run that offer.

If things needed a steeper discount or a different offer, we would switch up.

And if things got ugly, we weren't waiting for the market to change.

We knew it was going to change.

Right.

So what's your good, bad, ugly offer?

Most people lead off with ugly and ugly times, right?

But they haven't tested and said, hey, what's good, bad, what's bad and what's ugly?

They just like I'm going to give you max discount at 20 off.

Like duh.

We don't do that.

We build the offer to make it better, to, you know, entice.

Here's the package for moving forward today.

And that's one thing that I've loved so much is add value.

We don't have to discount for it to seem like a better deal.

We just add the more we can add value to it is sometimes even more powerful than just that discount.

Right.

I had a really manager that I didn't like at one point.

People had that.

But one of the things that stuck with me that he said is like, I would rather give you something instead of giving you a discount that's got better value.

Right?

Like look Sam, I know you want a thousand bucks off, but at the end of the day, why don't you let me give you a 10 year parts, 10 year labor warranty that's going to cover you and actually take care of something instead of just giving you money off, right?

Look, I know you want 500 bucks off.

Why don't you let me give you a $1500 air scrubber?

Wow, what a difference that conversation is.

Especially when you unpack that.

Why don't you let me give you a question?

Yeah.

And so like I know you want 500 bucks off.

Let me give you a 1500 product.

I know you want a thousand dollars off.

Let me give you a 1500.

Like the number is usually.

If you can't see my hands, I'm signaling that the number is usually higher for whatever thing.

Let me give you, let me help you out.

I don't want you to be stuck.

Right?

Right.

It's beautiful.

And these language patterns are so powerful for exactly what we're doing here.

And just it's one of those things we can incorporate in any really anywhere we want to.

When we were first talking, I love how you mentioned that, you know, it's not like you Train a whole specific sales process or any of those kind of things.

It's much more about teaching people how to think.

And when they learn how to think correctly, then we know the right questions to ask.

We know the right because it comes to us, because we've learned how to the right thinking patterns.

So one of the problems the industry faces is scripting, right?

I, at some point, I have to teach somebody a script.

Sure.

Okay, great.

But at some point, you have to own it.

And so in, in my coaching and my training, there's about 5% where I'm like, you say it how I say it.

Say it word for word, right?

This is stuff that I've tested.

I know that it works.

Everything else, say it about 80% the way that I say it.

Just come close.

You're going to be okay.

It'll be all right.

You'll get worked out.

Yeah.

You use your personality.

I'm kind of weird.

I'm kind of unusual.

I talk about tacos all the time.

I talk about Hawaii all the time.

But that's me.

You be you.

What do you talk about all the time, Sam?

What's something you're super interested in?

Yeah, of course.

You got a guitar hanging on the wall, right?

For sure.

You got a Japanese drawing on the back wall, which is a pretty famous piece of art.

Yeah, exactly.

You may be into art.

My mom painted this four foot by four foot ocean here.

Like, this is a huge painting.

It doesn't look like it, but it is.

Like we're all into different things.

You be you.

Me be me.

Right, right.

And.

And so I think that a lot of times too, when we come to this comparison thing, people don't understand that the reason that when you're a brand new salesperson and you ride with a closer and you go, that guy's just talking to people.

That salesperson has internalized their script.

And even though they don't sound like they're on a script, they've taken and they've rotated the parts and the pieces.

I gotta give a shout out to somebody if that's cool.

Yeah, go for it.

There's a sales guy in Sacramento.

His name is Mitch Smith.

Mitchell Smith, probably one of the best salespeople that I've ever met in my life.

That dude is 100% on script.

And you would never know it.

That that guy back in the day, 2007, 2008, was having $800,000 months legitimately.

Nice.

And it was all skill.

Okay.

But he was.

What he did was he internalized his sales Process.

So much so that when you talk to him, if he's on script, you never know.

Just.

It feels like a conversation.

It's because he's put the work in.

He's put the conversations in.

You know, we all look for the timing.

This is why salespeople should practice improv or comedy is because you got to get the timing down right.

Every major city, every minor city has an improv team that you could probably pay 200 bucks with.

Like you want.

I'll help you out.

You want something better than sales training?

If you're struggling, go take some improv classes as a coach, as a mentor.

I'm coaching against myself at this point, but it's a skill that you could use for the rest of your life.

Okay, go take some improv classes, because the whole yes and philosophy will change the way that you sell and change your sales process 100%.

Concur with us so much.

I. I've.

Coming from the theater department.

Theater department in my.

In my skull.

My school can't even word today.

I get so excited with all of the confirmations when I am interviewing somebody who's.

Has very similar beliefs and thoughts.

It's like, whoa.

I get so excited, I can't chat.

But yes, theater department, absolutely.

That's where so many of us even analyze this.

I've.

I've looked at a lot of people and I've interviewed a lot of people.

So many top salespeople had some history in theater.

That's because for this reason is who.

Who learns scripts fast, who has the ability to step into a role, be that person.

Right?

And so, yes, 100% agree.

Take those classes.

Well, it is.

We're on the top of the hour and a half.

That is such a good episode for everybody.

Listen, this.

We're going to break this into two parts.

Saying it at the end of.

Obviously I have to announce this at the beginning, but man, thanks for hanging out today.

This has been.

We've covered a lot of topics and everyone is.

Is super important, I think especially right now, to help people keep just the right head on their shoulders.

There's a lot going on in our industry and.

And remembering the basics of people are people.

Psychology.

Psychology.

Caring for people doesn't.

Will never change.

Right, people?

Was it classic Zig Zig Ziglar, right?

Everybody has that sign or Mary Kay Ash, right?

Everybody has that sign above their head says make me feel special.

You know, here's.

At the end of the day, you want to be better at your company and you want to smoke Your competition.

Care about your clients.

Right.

You want to be better at sales, Care about your outcome.

Like, I had this belief.

Sam, I know that you were wrapping up.

I'm so sorry.

No, no, you're good.

One more thing here.

I'm going to.

I'm going to give you a nugget that everybody's going to hear, and one in a thousand people will do.

Okay?

Sam, if I sold you a heating and air unit, plumbing, a roof today, you know what I'm going to do is I'm going to do a job walk.

After that job is done, I'm going to come by and personally inspect it.

Right.

Part of my arrangement with the company is this.

We are going to set a closing date or an install date, and then I'm going to come back and I'm going to do an install.

I'm going to.

To do a job walk.

Every job that I sold, I went back to do a job walk.

Because I want to take the heat today.

I don't want to take the heat in six months.

Right, right.

And I would literally tell people, look, you're going to get bids.

Okay?

Get bids.

Here's what you do.

You find out who volunteers to come back, and if.

No, if.

If somebody says, I'll come back if you want me to, you should exclude them because they don't care about you.

They care about your commission.

Right.

You.

You want me to be the dude that helps you with your roof, your heating air, your plumbing, your concrete, your fence, when you purchase from me.

At the same time, we are going to set up a job walk date, and this is how you choose the Joe's from the pros.

Pros going to come back, have a conversation with you.

Love to do business with you.

Love to get referrals.

The guy who is.

Got commission breath, you will never, ever, ever see him again.

Went to every single one of my jobs.

Every single one of them.

People.

Big.

You know what's funny is I got other bids, and I would ask the people, hey, do you come back?

Only if you want me to.

So, you know, Sacramento's got a big area, 60 miles all the way around the office.

There's days I'm like, I got an install going in, but I don't want to drive there.

It's a promise that I made.

Told him I would.

Yep.

You want to outwork the competition.

It doesn't always mean a discount.

Sometimes it just means going back and having a conversation.

Right.

And if there's a problem, answer your phone, let me take care of it let me come.

Let me come by and let's get this solved.

There you go.

Taking radical responsibility.

Yes.

Get some Jocko Wilkins in there, right?

Yeah, absolutely.

Sam, I talked your ear off.

Probably went longer than what you were expecting.

No, dude, this has been awesome.

I now I know when I have an event and I put you on the, on the speaker list.

I know where to park you though.

So depending on what the time allow allotment is.

Anytime that I'm on a stage, I'm like, you only gave me 60 minutes.

I could have gone 90.

Yeah, you only gave me four hours.

I could have done all day.

You could have done six.

This is the whole Tony Robbins event.

You just didn't know it yet.

Do you know I got mad respect for Tony if you guys don't know this.

When he does a four day event, he does the equivalent of walking around the stage.

He walks a marathon a day.

Yep.

You want to talk about energy?

So, Sam, for the sake of time, I'm not going to go off on another topic.

I appreciate you letting me drop by and sharing some, some knowledge with.

Absolutely.

Well, sounds like we need to definitely plan for another one in the future.

We can cover a whole lot more topics and.

But so where, where does everybody go to pick up these incredible books that you were talking about?

Give everybody some contact info.

So I have a book called Building Boundaries and Sales and Business.

It's on Amazon.

It's 30 bucks.

It's all the things that I wish somebody would have told me is okay for.

For to say in sales.

Right.

It's the reason I wrote it.

I wrote it for salespeople.

It's written in the order of a sales presentation.

You find the word track that works for you for you to set a boundary for you to tell people no politely.

I've got a YouTube channel for heating air conditioning technicians.

H vac tech secrets.

There's 739 videos on there as of today.

I don't know how many there's going to be in the future, but 739 is pretty impressive.

I'll make sure to get the link to this in the show notes everybody as well.

Yeah.

And then I do have an email publication.

When I remember to I send out emails.

It's h vac techsecrets.com h vac techsecrets.com yeah.

Love it, man.

Well, thanks for being on it.

It's been a pleasure for sure.

So many words of wisdom.

We can hear the weight of your knowledge and experience in your language.

And it's very, very grateful to bless our community with that today.

And man, it's absolutely welcome to join the closing out community.

We're definitely working on doing things differently than what has always been undone in our industry.

And that starts with, you know, everybody.

The focus is being someone worth buying from.

So everybody that's been listening, thank you for hanging out with us today.

It has been awesome.

Make sure to check the liner note or the episode notes for the link to the event in January up at Hook Agency that I'll be speaking at with Tim Brown.

Also make sure to it's finally up the Eventbrite link for the Close It Now Sells boot camp masterclass epicness that's going to be at the end of April, 1st of May, three days to completely revolutionize the way that you sell because we're going to deep dive into some it's funny we mentioned Tony Robbins.

People recently have been started calling us the Tony Robbins of the trades.

So we we're definitely leaning into that.

And it's transformation.

It's not just learning to sell better, it's learning how to transform your life to be someone worth buying from.

So that is what we're going to be doing at the end of April, 1st of May in Boston, Massachusetts.

Go get your tickets at Eventbrite right now.

Otherwise, thanks for joining us, Scott.

Scott Sylvan Bell Today on the show, everybody.

It's been a pleasure, sir till signing off.

Till next time everybody, go be someone worth buying from.

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 at Close It Now.

See you next time.