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

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

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

This podcast isn't just about selling more.

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

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

This is Sam Wakefield.

All right, welcome back to part two of the how to generate free leads episode.

I am happy that you are sticking around for this is next level stuff.

In this episode we're doing number three and number four, which when you take radical responsibility for yourself and for your business, these will make a lot of sense to you.

So I'm happy that you stuck around and I'm excited.

Man, this is going to be, this is going to be good.

We're going to start off with the what's in your cup piece and go right on into number three and number four, which I hope will revolutionize the way that you approach your heating and air business.

Because there are a thousand different ways to get leads.

We're just covering four free ways to get leads and these are next level.

So I want you to really focus in, think about how you can apply this into your business and I will see you soon.

All right, let's take a quick break and talk about what's in your cup this week.

What is in your cup?

Mine was actually.

We got some new beans.

My, my friend's mom just went to up north to Minnesota and came back with a bag of caribou coffee.

So I'm drinking Obsidian this week.

So caribou coffee, Obsidian.

It is pretty standard bean.

It's pretty.

It's a little dark, obviously it's called Obsidian, but I like it.

It's not super bitter and it's a.

It's really good flavor.

So what is in your cup this week?

Pop me an email, I'm curious.

Or message me out of the Facebook group.

What are you drinking this week?

Is it coffee?

Is it?

I'm really curious to talk to somebody who's tried some of the mushroom coffee.

Are you doing the or like brain hacking stuff?

There's so much going on right now with, you know, replace Adderall with mushroom coffee or that kind of stuff.

So anyway, I'm super curious about that, but that's what I'm drinking this week.

It is Caribou Obsidian.

We'll see what happens next week.

I've been getting some really cool recommendations from all of you gentlemen and ladies.

So thank you for that.

And yeah, I've got to track some down that you're recommending and give it a shot because if you're like me, I am a coffee snob, so.

Good stuff.

All right, who is ready for number three?

Number three is actually really.

It might sound like it's going to cost you something, but it doesn't.

What I want to know is in your compensation plan, are you getting an extra percent or extra money for self generated leads?

Because the thing is, we just talked about how expensive client acquisition is for, for companies.

When you bring your own leads to the table and deals that you've closed on your own that the company did not pay for, you should be earning more on those projects.

With, with our company it was extra percentage points.

Some companies just do extra dollar amounts.

I mean because at the end of the day, if that company is not having to pay for marketing, they're not having to pay ad spend, they're not having to pay a turnover spiff to the technician.

Those are some of the while they're great leads, those are expensive because not only did that company pay marketing dollars to get that homeowner in the door the first time for service, then when that technician turns that lead over, they're paying usually a turnover spiff to that technician.

That's an expensive lead.

That turnover spiff should be going to you instead of to the technician if you're bringing in self generated leads.

So for most people what that looks like is hundreds of dollars difference, right?

Let's say for example, it's you know, $400 difference versus versus if it's a marketed lead, if it's a turnover from a tech or if it's a cold marketed lead that comes into the company.

Now the thing is that money should be going to you.

When it does though, what you should know, and this is really part of taking radical responsibility for your own success.

I don't know if you've seen on social media, on the Internet all of these companies that are advertising leads going to H vac companies, you can buy your own leads.

I hereby empower you to buy your own leads.

Now when you do check this out.

Most of the time, if you're using a decent lead generation company, they're coming in at, you know, you can get leads for 30 50, 75, $100 a piece.

So for example, at $50 a piece, if you buy 10 leads, that's what, $500.

But you sell, say you just really not that good of a closer and you sell, I don't know, 20% of them, that's two out of 10.

And your commission is, I don't know, $2,500 in total.

You spent $500 on leads.

Oh, look at that.

You cash flow $2,000 above what you spent on ad spend.

This is how you're able to get in more homes.

This is how you're able to generate a lot more of your own business.

This is how you stay valuable to your company.

Because if all of a sudden you're starting to bring in, you call it maybe a project a week that that company didn't have to spend marketing dollars on, they're not spending money to the technician that you're bringing to the table now.

You're more valuable.

Do you think that, I don't know, maybe they're going to give you some more, more appointments, give you some more leads because now your close rates going up because those are surprise leads out of nowhere they're closing, right?

They're not tracked in your leads from the company.

If your company tracks it properly, what that does, that's going to boost your close rate like crazy because they're counting the leads that they give to you.

So if you start dumping in closes from the mystery ones out of nowhere, well, look at that isn't your close rate.

It's going to go up, isn't it?

Huh?

That's pretty amazing.

I love it.

So buy your own leads.

It's okay.

Set up that account.

If you work it out where and negotiate with your company.

If they don't give you extra for self generated leads, find a company that does because that's incredibly valuable to the company.

But negotiate that with them.

You should be getting extra for the ones you bring to the table.

And when you do start buying your own leads because that's going to cash flow like crazy.

If you do it right, you could fill up your calendar every single week, year round with your own leads that to fill in all the gaps so your volume goes up like crazy.

I mean if you sat one a week, if you close one a week, you're looking at say you take two weeks off in a year.

If you close one a week by some, you know, a few leads that you bought, you're looking at 50 more projects a year that are on top of what you're already doing from the company.

So when you start doing the math on that, that gets crazy real fast.

The key is consistency.

So that is number three, buy your own leads when the, when it cash flows positive.

Well, that just turned into a free lead now, didn't it?

Yes, it did.

So that's like the difference in good debt and bad debt.

Number four, this has actually become one of my very favorites.

And I can't tell you how many, many projects I've sold from using this method over the years.

Knock on doors.

Introduce yourself.

If you, if you think that you are too good to knock on a door, I have news for you.

That is completely wrong thought process.

You are not.

You are not the super extra special better than anybody else knocking on doors.

Did you know?

I literally know people that are door.

100% of their leads come from door knocking.

That they'll do.

I don't know, 100,000.

In fact, one of my friends, Juicy J, Jordan Clark, he is in now.

He's farmed it, right?

He's Learned, you know, seven years of learning how to door knock.

But in four months he earned $100,000 from strictly knocking doors, right?

So that is a lot of knocking.

And that's not what I'm asking you to do what I'm telling you to do.

And this is the easy way.

This is the cheat code for canvassing.

This is the cheat code for knocking doors.

Because we're in air conditioning, we're in heating.

You can tell when a house needs a new system, literally just by walking around in a neighborhood.

You can roll down the windows and drive around in a neighborhood and tell when a house needs a new system.

When you're looking at the furnace flue going out of the roof and it's all rusted and has the old cap on it, you know they need a new furnace.

When you are driving around and you hear that old condensing unit rattling away, you know they need a new one.

So the cheat code is go to when you're, when you have time, when you build time, when you treat this like a professional occupation, when you treat, when you take radical ownership and radical responsibility for your own income.

Here's the cheat code.

Go to a neighborhood where you've done a lot of work in.

Go to a neighborhood that you know is ripe.

That neighborhood is 15, 20 years old.

They're ripe for replacement.

Go to a neighborhood that you've done some work in.

And then literally just park and walk around, start listening.

Go in prime time, which is 4:30 to about 7:30.

Or 8:00 clock in the evenings or on Saturdays, people are home.

That's prime time.

Sundays too.

Saturdays.

And not all time is created equal either.

Don't go during the day and during the week people are at work, right?

Or they're working from home.

They don't want to hear from you.

Go during prime time, go after work in the weekdays, go on Saturday and Sunday.

But walk around and the conversation is going to sound something like this.

So knock on the door and you've got your air conditioning, you know, got your shirt on and people aren't going to expect an air conditioning and heating person to knock on their door.

But what you're going to say is, hey, my name is Sam.

I heard your.

I don't normally do this.

I don't normally knock on people's doors about air conditioning and heating.

But I heard your air conditioner from the street.

Does that bother you?

Listen, I helped out Joe down the road.

I helped Joseph, we helped Sally down the road.

With Sally, she saved 20% on her utility bill.

Joe down the road, his house was built just like yours.

And they had a couple rooms in the house that were way hotter.

In the summer when some rooms are cool, they had a couple rooms that were way hotter than the rest.

So we were able to help them out and lower his bill by 30%.

Listen, I just heard your air conditioner, it was super loud.

So I know you're having probably some of the same issues that they were.

Are you open to a free evaluation?

Because I'd love to help you out as well.

I can show, if you're open, some more information.

I can show you how getting rid of that noisy thing, updating it, we can fix all the temperatures in your house and I can even show you how the savings will basically pay for the upgrade because now you're going to be spending a lot less on your electricity bill or on your gas bill.

Would you be open to a little more information?

I mean, I'm happy to.

We just.

Listen, I don't have a lot of time right this second, but I mean, happy to schedule a free evaluation for you just so you have the good information to be able to make that educated decision.

But you know, we've helped so many people in the neighborhood.

I'd love to show you how we help them out.

And I can show you how it basically is not going to cost you much because your savings are going to make such a big difference.

Then you get to live comfortably and not have to deal with this noisy thing anymore.

You're open to open up some more information.

And that's what that conversation sounds like.

It's so easy.

People are, you would be amazed.

People are excited to hear from somebody when they communicate confidently, when they communicate with purpose, when they communicate with and you and you're referencing people in the neighborhood.

You're like, hey listen, I can give you their number.

Do you know Joe?

Do you know Jose?

Do you know Sally?

Do you know Betty?

Talk to them, ask them about what our experience was like, their experience working with me.

But man, I'm just here to help people in your neighborhood and I, you know, obviously your air conditioner is old.

I'm sure your bill's high.

I bet you probably have some of the same problems they did because their house is built the same.

We can help you out so you don't have to deal with that hot room anymore.

You open to more info and it's such an easy conversation.

I highly recommend to knock some doors.

If nothing else at every install or every appointment you ever run.

Knock the neighbors.

Knock across the street and their neighbors introduce yourself, let you know, hey, we're going to be doing some work in the neighborhood.

Here's my card.

If anything blows into your yard, let me know.

I'll come clean it up instantly.

I want to know if my guys are parking properly in the street.

In the street.

Make sure they're not being out of control.

We respect our homeowners, we respect the neighborhood.

And I just want to introduce myself and let you know I'm here for you for anything you need.

And when you start making contacts and you start introducing yourself with purpose and with that intention, the same kind of purpose and intention as when you do your follow ups.

It's going to make such an amazing difference.

You're going to have, you can start to own entire neighborhoods where they all know you.

Because you're going to do more and more business in a neighborhood that is farming an area.

I mean every single one of you know neighborhoods that are ripe that need so much replacement, the ones that your company is doing work in already, there's no reason you shouldn't be able to hop in that neighborhood and get to know the neighbors, get to know people.

So you're top of mind when they, when they start to need something, they're gonna start talking about you.

On the nextdoor app, tell the people that you're doing work for.

Hey, mention me on the next door app.

Mention me in your local neighborhood social media group.

We've taken care of you.

There's plenty of People in your neighborhood who need help and we don't wanna see them get taken advantage of by some of those, the companies out there that are just out there to take advantage of homeowners.

You've seen how we've treated you properly, how we price well, how it's a great value for what you purchased and it's been such a great experience.

Would love to get an introduction to your neighbors.

So ask for that.

Don't be scared to ask for that because there's so much power in asking for what you want.

So that is it for today.

That is a. I hope that is helpful.

Number one, two, three and four.

Number one, call every single homeowner.

Call, text, email, follow up with everyone that you didn't close the first time.

Follow up with them.

Also follow up with all of the ones that you did.

Ask them how it's going.

Ask them who they know that needs some help.

You can help them.

Number two, networking groups.

Start going to networking groups.

Build your own.

If you have to, referrals will get passed to you.

That creates self generated leads.

Number three, buy leads.

You should be getting paid more for your own leads, for your own self generation.

Then use that extra money as your client acquisition, your own client acquisition money.

Use that to buy your own leads.

And number four, go knock on some doors.

Homeowners are waiting to hear from you.

You will be amazed the number of people that say, you know what, you're right, that thing is loud.

And I have seen your truck in the neighborhood.

That's a great opener.

I don't know if you've seen our trucks in the neighborhood.

They're the blue and white trucks or they're the green and white, or they're the orange trucks or they're the trucks with the big flag on them.

Have you seen our trucks in the neighborhood?

Yeah, you have.

We've been helping a ton of your neighbors.

I heard your air conditioner's loud out here.

You know, I was just driving there on the road and noticed it.

So that's got to be bugging you.

It looks like it's over there by the master bedroom.

Is that right?

How do you sleep at night?

We can help you out.

And so knock on the doors.

Find out.

You will never know until you try it.

But I guarantee you there's people making hundreds of thousands of dollars in H vac knocking doors every single year.

It can be you if you are willing to put in the work.

So those are the four ways to get free leads.

Four ways to fill up your calendar.

In season and off season.

There is no reason you shouldn't have a full calendar year round if you are willing to do the work.

What I don't want to hear is don't complain about the results you're not getting from the work you're not doing.

So I just gave you four ways.

Pick one, implement it, see how your life changes.

Then pick the second one, implement it and see how your life changes.

Then go down the list that way.

So that was the episode for today.

Again, my name is Sam Wakefield.

Reach out to me samoseitnow.net I want to know what your biggest takeaway is from this.

How is this helping you?

Just communicate with me.

Join the Facebook group.

There's a ton of free information in there.

And reach out about the coaching programs do on site training for your company will literally double your company's revenue in a matter of your sales team's revenue.

Everyone who does private coaching with me, one on one it is the fastest way to become the top earner in your company and in your neighborhood.

In your neighborhood.

My mind's all in door knocking.

It's the fastest way to become the top earner and in your company, in your town, in your network.

One on one coaching is so powerful.

We hop on zoom once a week.

We go through the steps of a sale, we go through the process and we start really hammering on the next level.

Things, tonality, posture, what it takes to close a deal in the house.

I mean, how many raise your hand if you'd like to have a lot more.

One sit closes instead of having the be back game and the follow up game.

But let's just close it now.

That's the whole point.

That's the reason I named my company what I did.

Because too many people are scared to ask for the sell.

You can do it.

I have faith in you.

Let's learn how to stop being weird and start selling.

So that is it for today.

Thank you for listening.

Sam Wakefield here.

Go save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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