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.

All right, welcome back.

I am excited to have this guest on today.

You are going to be seeing a lot from him and hearing a lot from him in the future.

He's just an awesome individual.

He's somebody that we met recently, a few months ago and we've done some recording together now I've got a couple episodes coming out.

I been a guest on his podcast, which is CEO Sells Strategies.

That is the, the podcast he hosts.

He's also the founder and CEO of CEO Sell Strategies, which is his organization.

Huge history.

This is Doug C. Brown.

He has been worked with so many organizations, you name it, everything from NASCAR to Jason's Deli to director of sales for Tony Robbins for quite a few years.

So just to name a few, literally hundreds and thousands of companies he's worked with at this point.

And we're blessed and grateful to have him on the show today.

We're going to be diving into something that I know a lot of, you know, you need to do, but also you're resistant to do it because, hey, it's a new year and so why should we even do this?

We're going to talk about follow up today and so thank you for being on the show.

Doug.

It's so great to have you back on Sam.

Thank you.

I'm honored to be here.

It's nice to see you again.

Thanks for making me sound like I'm somewhat important on the, on the, on the intro.

It's nice to hear.

And now I'll go back, you know, after this and I'll talk to my, my children and family who I'm just Dad.

Right.

That type of thing.

Right.

I love it.

So, so let's talk about this a little bit.

You're, of course, with your, your history in sales and sales development and sales teams, you know, Follow up is always one of those, like, huge topics.

And it's probably the biggest, highest value activity that any person in sales can do.

It's also one of the activities that is done the least in sales.

So let's talk a little bit about some of the mindset around it first.

And why is that important and why is it not and just dive in a little bit.

Yeah.

So I love what you said.

It's one of the highest value, one of the things that's done the least.

The other thing is, is it's the lowest cost.

Like it usually costs nothing.

Right.

To do this.

So, yeah, we already paid for the leads.

Now what are we doing with them?

Right.

Yeah.

And unfortunately, the majority of people out there, you know, they're, they're, they'll, they'll contact somebody, they'll have the first conversation potentially, and then they don't follow up.

Or they might follow up once.

And you know, it takes more than one follow up to usually seal the.

Seal the deal.

Right.

But people forget.

So the mindset around follow up is one that people know they've got to do it.

But man, we just get so busy.

Right?

I mean, it's, it's one of those things.

And there's no, there's not a system around it for most people.

And so since there's not a system around it, what ends up happening is it just gets deprioritized, falls by the wayside.

People don't mean to do that necessarily.

It's just that they're on to the next thing that's in front of them and then they forget about what they've already done because, you know, hey, I sold something today.

Yay.

You know, that type of thing.

And it's like, well, that's great, but what about the other 30 people that you've talked to over the past, say, week or two weeks and they have never heard back from you and there are sales sitting there and you know, it's not always the person's fault.

Sometimes the company just doesn't have a focus on it.

And they work for a company and you know, there's certainly no system around it for, for most people.

And frankly, it's hard do so without a system or without the right technology in place.

So that's why a lot of people drop the ball.

Yeah, absolutely.

The other thing that I find is a lot of people, they would have the motivation and actually do it, but another thing that stops them is they just don't feel like they have the right verbiage to Use because we, we do such a good job creating a great posture throughout the process and during the sales appointment and keeping the right frame of the conversation.

But when it comes to follow up, they feel like they lose all their power and become, you know, begging and chasing and then that gets gross too.

And so that's the other thing.

Like, well, if we just don't, if we knew the words to use, maybe we would follow up more.

And so, so talk about that a little bit too.

Well, it's certainly, you know, having the right resonating message is always a, a good thing to have, right?

So, you know, you don't want to be like, hey, I'm, you know, I'm talking to you about, you know, sword lessons, fencing.

And they're, they're like, but I wanted a picket fence, you know, I mean, that would be completely off.

So it has to be relevant, it has to be meaningful.

And the thing is though, the reason people generally feel that way is not necessarily because they don't know how to.

That they're not going to follow up.

It's that they just don't really understand the right fit buyer or, or how they're, what they're talking about or what they should be talking about.

But I believe the bigger challenge for most people, based on what I know, Sam, is they're afraid of rejection, right?

And so they fear that rejection.

So.

Or they feel, well, geez, if I follow up too many times, I'm going to be a pest, right?

And statistically, and I can tell you from my own life, it is absolutely the opposite that people are feeling most of the time.

People want you to follow up with them because they're so busy and sometimes they forget.

People want you to follow up because it is really a human connection and they view follow up as a common courtesy, right?

I mean, Sam, if you think about it, right, like, and for everybody listening, if we were going to be courting somebody, like, I don't know, someone of, of we see someone and we go, whoa, they are beautiful looking and we want to get to know them and we talk to them and we go out on a date.

You know, don't you call the person after the date?

Don't you either text them, email them, call them, you better call guys.

I'll tell you that right now.

Right?

But I've done the research on it.

They want to call within 24 hours.

And so the, we do all these things, we send little cards and letters and flowers and you know, and we're not thinking the other person's going to be thinking, man, this is, you know, too soon.

Or, you know, they don't want to hear from me.

No, no, no.

We're just doing.

Because we want to do it right.

But when it comes to the business side, we think, oh, they're not people.

We're dealing with a CEO, we're dealing with a homeowner, or we're dealing with a.

Whatever it is.

And so we don't follow up.

But here's the crazy part.

Statistically, statistically, people expect three to five follow ups before the salesperson actually stops engaging.

Wow.

They expect three to five.

They expect it.

And in those follow ups, they expect phone calls in those follow ups.

Oh, dropping some bombs on this one.

So everybody that's just emailing, remember, email has what, a 3% open rate?

Something like that.

And, and the, the thing is, is that when you make a phone call, people don't make phone calls today like they used to.

So you, you differentiate yourself right then and there.

And, and people are, I mean, I make, I make phone calls and people like, wow, you made me, you called me.

Right?

And it's like, well, yeah, you're important to me.

Right.

Why wouldn't I make a phone call with you and then say this, folks, I'm sure all your other competitors you might be looking at, they're calling you too, right?

No, no, they're not.

Right.

You know, somebody sent me a text, I got a few emails.

Right.

So they expect you're going to follow up three to five times before you.

No, no longer follow up.

But statistics clearly show the opposite, that 50% of people follow up one time, less than 13% of people follow up more than three times or more.

So when we're doing that, Sam, all we're doing is we're prepping our competitor to walk in there and take the sale.

Right?

Yeah, we're just educating them for somebody else to.

It's like drive it home, make that, help them make the decision.

Right?

Yeah, yeah.

And that's, that's how like follow up for me came about because of that situation.

And it, it really, I would say it wasn't my fault, but in essence it probably was my fault because I didn't call everybody ahead of going on vacation.

And I was working a corporate job at the time and I was the number one rep at the company and my daughter got sick while we were on vacation, ended up in the hospital, so we had to stay for another three days.

So I called back to my sales manager and I said, hey, I'm stuck here.

Could you please have somebody cover my call?

You know, could you please cover my calls?

That's what I asked.

He said, you know what?

I'll get somebody to cover them.

Cover your calls, cover your emails.

Don't worry about it.

We'll take good care of you.

I get back three days later, my voicemail is jammed full.

You couldn't.

No more incoming messages were available.

My email was at its limit.

And no one covered my calls.

No one covered my emails.

So what a disheartening feeling was.

Terrible feeling.

And so what I did was I picked up the phone and back then you had to dial some numbers to get your voicemail.

It's not that one button push, folks.

And I got my voicemails and there were six messages from the same person.

And the first one was like, hey, Doug, how are you?

It's me, Jerry.

Listen, I'm ready to go.

Give me a call.

Beep.

You know, and then I pick up the next one and be like, hey, Doug, where are you?

This is Jerry.

Ready?

I'm ready to go here.

Right, come on over.

Beep.

You know, and then the next one, and then it was like the fourth one in was like, hey, Doug, I'm getting pressure to make a decision here.

I got to do something.

Call me.

What's going on?

Right?

And then, so the fifth one was more intense.

And then I picked up the phone and I call him.

I said, jerry, hey, listen, I'm so sorry.

This is what happened.

I'll be right over.

Literally, Sam, I had been prospecting this person for two and a half months.

Every week we had talked and we built such a great relationship.

And he said to me these words, oh, dude, I'd love for you to come over, but man, I called you last week and the CEO was pressuring me to do the deal, and I bought from your competitor, Lightship.

Oh no.

And.

And I said, oh, well, I never heard Lightship's name before.

When did you talk to them?

They go, oh, they cold called me last week.

Oh, right in the middle of all of the not being able to find you.

Yeah.

So I had, I had built up the sale.

Everything was good to go.

Light ship called him, he said, well, why don't you come in and show me what you can do?

They came in, he said, well, I haven't heard from Doug, so give me a five year deal.

And that cost me 25, 000 in commissions.

Yeah, it was 125, 000 sale.

And well, you know, my vacation cost me 4,000 SAM@ that point.

So.

The cost of being gone as well as that.

And that's such a wild story.

And I love that you told it because so many people don't realize how much they're missing out on just by not reaching back out.

In fact, I think you have another story from the consumer perspective, specifically in air conditioning, that might be pretty applicable here as well.

So for everybody listening, Doug told me this story over dinner one evening, and I'd love for you to.

To share it now because for people want us to.

People want to hear back from us.

Right.

And so tell.

Tell this one.

This one will help just reinforce what we're talking about here.

Yeah, those of.

Well, all of us are in a service business, but those of you are selling specifically service businesses, you know, or product service businesses, you know, here's what happened.

We bought this house that I am living in as an investment, and we decided we were going to flip the house.

So we bought the house, prepped the house, got it all done, and then we decided, you know what, we'll move in.

And the house didn't have air conditioning.

And I was like, what a dummy.

Why didn't I do this before?

I actually write when all the walls were open, when everything was there, because I know it's going to cost me more money now than it would have cost, right?

So, but I still, we, you know, my.

My wife wanted air conditioning, so that's what we were going to look at.

And so I did.

And I called 11 H vac companies.

Let's see, four of them call me back.

Out of the four, two came over.

Out of the two, one gave me a proposal.

Wow.

It was $46,000 to put air conditioning in this building.

I was like, wow, that's a hair more than I figured it was going to be.

But so then I called around and I found another person, and I said, here's the square footage of the house.

Would you come over?

And they said yes.

They came over and they gave me a quote for $34,000.

So I was like, oh, this is kind of cool.

But I like the first guy a lot better than I like the second guy.

Trusted the first guy more than the second guy.

So I made some phone calls back to the first guy.

Hey, it's me.

Never heard back.

How long has this been going on now?

It has been seven months.

We started in the beginning of the summer, right?

So seven months.

It's now January.

And I have since called other H Vac companies.

I have now I'd have To look it up.

I think it's 16 of them.

I called, and I believe I've heard back from a total of six.

And out of the six, one sent me a proposal that didn't even come over, just sent me a proposal.

Out of the three who sent me proposals, I've only heard back from one person one time.

And I said, well, we're gonna do this, but I'm thinking of waiting a month or so because now we're getting closer to the summer's over.

Would you get back to me, Sam?

What do you think he did?

Did he get back to me?

I'm guessing probably not, no.

Here's the crazy, crazy, crazy part.

We're ready to buy.

And have been for months, it sounds like.

For months.

For months.

Ever since September.

So now we're in.

We're in January.

We've been ready to buy.

And I even got referrals from some real estate agents to some of these people.

And I called the real estate agent.

I'm like, your buddy's not getting back to me.

Your friend's not getting back to me.

I'll call again.

And they never called.

Now, jeez, I'm sorry, but if I owned an H VAC company and I had a $40,000 deal that I could close, and I had a salesperson that was on the.

The hook for the 40, you know, grand, I don't know what they pay in commissions there.

I could figure it out.

But let's say they pay 20%, usually.

Right around 10, actually, for most H Vac.

All right, so there.

There's four.

4,000 to $5,000 right there.

Right.

Now, the nutty part of this story is usually heating and air conditioning.

They don't just do air conditioning because they're called H Vac.

Right.

Well, guess what?

I had to get a new, probably newer heater.

Yeah.

So I also had to have some plumbing done in the building.

So with that sale with the heater, with the plumbing, it would have been somewhere between 75 and $85,000 that they would have picked up with the.

The sale.

Guess what?

I also belong to a real estate organization or two, of course.

Right.

So guess what?

They look for people who are reliable, people who are show up, people who communicate well.

So this one sale is not a loss of, you know, $80,000.

This could be multiplied times 20.

This could be a 1.62 million dollar, you know, loss.

And so this is how it multiplies out.

But, yeah, on the residential side, I've had that happen with carpenters I've had that happen with plumbers.

You know, just in the.

In the home improvement space.

Solar.

Solar people.

I had seven solar people come back.

Two people gave me proposals.

One never followed up on the proposal.

The gentleman I bought from was on it the day he gave me the proposal.

$63,000.

Right.

So the reason I'm giving numbers and all this is because I want people to understand that if you have a $63,000 client and you.

Or you have a sales team that's messing this up even 30 times a year, you're losing almost $2 million in revenue a year.

Right.

That could be the difference between keeping administrative or operational talent around.

That could be the difference between profit and loss.

That could be the difference between staying in business or going out of business.

There's a lot of factors that factor in to follow up alone that just like, hey, I'm keeping in touch with people.

Right.

Oh, this is huge too.

And, and for everybody, this.

That's listening, you know, 2024, most people, you know, starting mid 2023, actually.

But, you know, the.

The number of business owners that I've talked to this year that have talked about how horrible the market's been and how the good ones, like, broke even and they didn't grow, but they didn't take a loss either.

So all of these conversations by the hundreds are happening across the country.

And we're here to say, everybody start at home.

You don't need.

The conversation doesn't need to be around the rising cost of digital marketing.

And how do we get more clients and more leads and more leads.

Let's just capitalize on.

Let's start with fixing our own systems and capitalizing the ones that we already have that we're not serving.

We're not even talk.

Talking to them again.

And so that.

That's my message right now is like, let's fix it at home first before we go out for more.

Yeah.

Because the.

You're paying per lead, folks.

Right.

So.

So Sam, you had mentioned, you know, I've.

Tony Robbins.

Right.

So I was president of training and sales for one of their companies.

He and Chad Holmes owned the company.

And when I took the company over as the president of training and sales, I always look at the numbers because I usually can monetize that within the company.

So I looked at the sales team and how they were qualifying leads, and I looked at the leads, and you can imagine they were driving between a thousand and three thousand leads a week through this system.

Wow.

For years.

So I look back at the past two years.

And I realized there were 170,000 leads.

Never followed up on.

Holy geez.

I know, it sounds crazy, right?

Because the way they were.

I'm sorry, over the, over the last three years, not the last two years.

170,000 leads at $13 a piece.

Whoa, okay.

Right.

Never followed up on.

So here's what we did.

We took all the new salespeople who wanted to be new salespeople and we said, call back through these three year old, two year old, one year old, you know, three month old leads.

Guess what?

They were making probably more than the.

People on the sales floor.

They were picking up sales, a lot of sales.

And the thing is, is that some people were like, geez, I'm so glad you called me.

Now the reason I bring that line up is because if one of those H Vac companies were to call me back, that's what I would be saying.

Geez, I'm so glad you called me.

In your downtime in the winter time here in the, you know, you might be up with heating, but I'm sure that you're not being overrun with air conditioning request when it's, you know, seven degrees outside.

Right, right.

So the, the, the point being is back to your original question.

Why don't people, you know, do they, they might feel they get rejected or, you know, they're not doing it.

Here's the thing.

If we call with a modicum of consideration, in other words, we just call and say, hi, look, I'm just following up on our previous conversation.

If we just did that, you'll pick up sales.

It's way better than not calling.

Absolutely.

I love it.

Oh, this is so powerful.

One, one of the things too for everybody listening is don't say the same thing every time.

Some of the, the expressions that, you know, kind of make you feel powerless are, you know, hey, I'm just circling back, just touching base, all these things.

Just can remember, think of it like the conversation is to be continued.

So when you're following up, don't say, you know, all those things.

Just say, hey, I wanted to continue the conversation we had on this day, at this time about this thing and start it that way.

Make it easy on yourself.

Right?

Because it puts people in the frame of mind of, oh yeah, we were talking about that.

And man, I'm glad you reached back out all of these things.

So don't lose your posture in that.

Just be like, hey, let's just continue the conversation.

Where are you in your decision process?

And, and to, to that Point.

Which is really great advice.

Just because you haven't follow up in a while, don't think your competition has either.

Right.

So, I mean, I just gave you the numbers of how many people followed up with me out of 16, you know, calls or interactions or whatever, and, you know, 11 out of 16.

So.

And that's the crazy thing about follow up, Sam, is, is that a lot of people aren't doing it.

So the people who call actually stand out as the expert.

They stand out as the, the.

The reliable one.

Right.

And wow, what a positioning to have as somebody.

I trust you, you're reliable, you know, because that's when they start picking up the phone for you and calling or emailing or texting their friends and say, listen, you know that guy Sam Wakefield?

Yeah.

The guy I was telling you about?

I want to introduce you to him because he's the reliable one and he's going to take good care of you.

And I'm not worried about my reputation as Doug Brown referring Sam Wakefield, because I know you're going to take care of them.

And why don't we have this position?

Is this not working easier versus harder?

I love working smarter and easier.

It's so much better.

In fact, this is, this is really fun.

The story that I tell really often is, you know, there was a client that I had that I went to the appointment and we had just.

I developed real early the habit of Bamfam, book a meeting from a meeting.

I never left a homeowner interaction without booking another time we're gonna get together with, if it was a week, a month, however long down the road.

And so I had this one client, we talked once.

At first it was pretty frequently, but then we talked once a month for six months.

And finally, six months down the road, they're like, okay, we're ready.

And so when I went back over there, they said, you know what?

We were not going to use you.

We like the other company better.

We like the other person better.

But you're the only one that continued to reach out to us until we were ready.

So clearly you want to earn our business and that's why we chose you.

And stuck in my brain, this is probably seven years ago, and I feel like it was yesterday because it just reinforces this so much.

And that was, quote, unquote, their exact words to me.

And it's powerful when that happens.

And now when they make a referral, they can tell that story.

And so we are all wanting that story to be told about us.

And.

And that's you know, consistency is helpful, right?

Because we, we all.

But even without it, Sam, just following up, like, you know, I don't know if you've ever done this or anybody on the.

That's listening to this, ever done this, but it's like, wow, you know, I haven't talked to my high school senior classmates and I don't know, 15 years or whatever, right.

Everybody got busy with their own lives.

They had families, they did this.

Right.

Everybody got.

So I was on Facebook and oh, I'm sorry now called Meta.

And I was on Meta and I was like some, I was looking back through my alumni, had a, like a class thing and I'm looking through and I'm like, oh geez, I haven't talked to this person.

And so I reach out.

This is a, this is a crazy true story.

I reached out.

Her name was Kristen and I remember her going out with my friend Mark in high school.

And I reached out and she goes, hey, it's so nice to hear from you.

I'm like, well, we haven't talked in well over 20 years, you know, communicating, nevermind, talk.

We haven't talked.

And she said, but it's so, so nice to hear about you.

And I said, well, you know, did you, Mark, ever get married?

She's no.

I went on, I got married to somebody else, et cetera, et cetera.

I said, oh, that's great.

She goes, it is.

You know why I'm so happy to hear from you?

And I said, no, why?

She goes, I was thinking about you.

You were my first kiss.

Oh, wow.

Now I have to admit I didn't know what she was talking about right at the moment.

I didn't remember.

But I want people to capture the detail.

Not that I'm an idiot and I forgot that, but to capture the detail that you don't know what people are thinking about without communicating with them.

Correct.

The fact is that that was important to her in her mind and she remembered that and brought that forth.

It was a connection point for us to be able to discuss even though I told her I didn't remember.

Right, right.

So, so important.

Right.

One of the interesting things that's kind of popping into my head too is, you know, the things that we kind of bringing us back a little bit into our, our conversation with our clients, remembering the important stuff.

And when I say remember the important stuff, I'm not talking about, you know, what the project was going to be.

I'm not talking about, you know, what their demographic is, their, the what the house looks like any of those kind of things, the important stuff are, I don't know, what are the dog's names, what are the kids names, when are birthdays, what are the important relational things that keep us connected to that.

There's a book at this point in time, it would be called a business classic, a historical book called how to Swim with the Sharks Without Getting Eaten Alive by a gentleman named Harvey McKay.

Yeah.

And was one of the very first business books I ever read.

So for everybody listening, highly recommend that book.

It's how this is done.

And so Harvey was, of course, and is considered the world's most networked person.

Right.

The world's greatest networker of all time is this gentleman that wrote this book.

And so for everybody that does your sneak peek into the book.

But this kind of brings us forward into where we are today with like these philosophies and these concepts and ideas that were kind of forgotten as we got into the digital age.

And tell us a little bit about, you know, what we're doing now with kind of bringing a lot of that back and in our follow up process.

Yeah, so you're bringing up such an important part.

Right.

Because that was the second trigger for me.

I forgot the kiss.

Right.

So now here's the interesting part of that.

Later on I met Harvey McKay.

You had mentioned Harvey.

I saw Harvey speak at an event and I walked up to him and I was so moved by what he was saying, I said, Mr. McKay, I could I ask you a few questions?

He said, well, kid, carry my bag to the limo.

And I said, sure.

And so we got talking about these issues that you're talking about.

How is he a great neck worker, you know, and what he remembers is all these little details.

And this is what he conveyed to me.

And you know, I was like, okay, well I forgot a first kiss, right?

And he's like, oh, no, no, no, kid, no.

And, you know, being it, you know, being a younger guy, I mean, I'm in my 60s now, so I mean, we're talking, you know, in my 40s.

And at that time he was, you know, much older than I was.

But what he told me about is he said, I keep a log of something, I call them AK66.

And I keep 66 important fields.

And so now fast forward, this is, I don't know how many years ago now, you know, 20 something years ago that he told me this.

I had been putting into practice what he was teaching.

And so when people would call me or I would call them or we would talk or Email.

It'd be like, well, how's Margaret doing?

You know, is, is she still, you know, struggling a little bit with algebra or is she doing better?

And they'd be like, wow, you remembered that, right?

Those are the connection points that you're talking about.

Exactly.

But if you don't have a system to be able to do this, it's, you know, I mean, you can't use sticky notes and you can't use a notepad.

Right.

If you, if one doesn't have a system, then that system will not.

It just, there is no system.

It, it breaks down.

It's that simple.

Especially if you have, you know, a hundred or more people that you're communicating with on a regular basis.

So.

Right.

Yeah, we definitely can't expect to remember it all.

We're doing so much anyway.

It's like, how would we remember all those things?

It's have a hard time remembering.

Most people have a hard time remembering their own, like wedding anniversaries and you know, children's birthdays, let alone details of a thousand people they're interacting with.

Well now you're going to get a lot of men in trouble.

Right.

But that if ladies are listening to this for sure.

So, you know, we started building a technology system to actually close the loop on this thing.

And I did it because where we're working with clients and we're working with clients who are working with clients.

It.

We noticed the common thread that it just wasn't us that didn't really have a system for this follow up process now.

But we were way better than other people were, right.

We were, we were keeping paper, paper calendars.

We were doing all that stuff to try to say, okay, every 30 or every 60 days we're going to reach out.

Right.

And one of these things that I would do in companies so companies who are paying attention here, all, you know, first thing I would do with your company is if I would be like, how long have you not communicated with your dormant clients?

In other words, people who bought from you?

Right, right.

So we start to re engage those people and they pick sales up.

The next thing we do with the sales team is we say, okay, you're going to reach out to three people a day to the number it ranges between 5% on the low end and 15% on the high end at the end of the year.

But just reaching out to three people a day.

And it's not to sell them something, it's to reach out to go, hey Sam, how's things going?

Right.

How's Things with the kids out thing with the business.

Right.

And just that human connection.

So what we did, Sam, is we decided to build a system and we said we're going to make this all about personalized, meaningful, relevant and as automated as possible follow up that has that human to human connection.

So it's not going to come out like, hi, first name, you know, this or whatever.

Right.

I hate getting those mass emails from especially companies I think, or have it together and then they get missed something like, you know, hey, first name.

Instead of like even having my name in there.

Yeah, I just got one of those from, from, from my hospital.

Oh my gosh.

That makes you feel very well cared for.

It's like, let's talk about rapport break pretty quick, right?

Yeah.

We just replaced part of your body and.

Okay.

We can't even remember what your name was.

You're a nice number.

Thanks.

Yeah, it's exactly how I felt and do feel that way still.

So, you know, we, we, we designed it so that it would take Persona fields, kind of what Harvey was doing, and kind of business buyer Persona fields and Persona fields from people, and we track these Persona fields and technology's made it easier for us to do that.

And we then take those Persona fields and we wind those into relevant, meaningful, timely communication.

Oh, I like it.

Right.

And then what we do is we automate a lot of the processes around that so that you can actually look at the communication and say, yeah, send that or don't send that, or you know, something like, you know, how many people remember birthdays?

Like, you know, very few people, right.

Remember.

Unless it's like really close, close friends, you know, they don't remember.

And so not only reminding you of the birthday, but what if the system pulls up a message that says, hey, happy birthday.

By the way, you know, being born in 1974, these four things were important in 1974.

And I know you love to play, you know, chess.

And did you know that Bobby Fischer in 1974, you know, it goes on and on.

Right.

And by the way, that's all done automatically.

You didn't even touch it.

Wow.

Right?

That is so cool.

Yeah.

And it, and so it's, it's this way of staying in touch with people so everyone stays top of mind.

You know, it's not that, you know, whether it's personal or business, it's not that people don't want to stay in touch.

It's just they get busy in their own space.

So.

But if they do stay in touch, as you were saying, in the beginning of our conversation, how much money is being lost on the table, even if you're off by a small percentage?

Right.

I, I looked at some statistics yesterday.

There are trillions of transactions going on daily across the world.

Sure.

So think about 1% of a TR.

You know, 3 trillion transactions a day that don't go on because someone didn't follow up.

Wow.

It's a ton of money.

Right?

That is enormous.

I'm.

I'm going to grab a calculator and do that right now, just for everybody listening.

Right.

So 3 trillion to make sure I get enough zeros in here.

Let's see there.

Oh, my gosh.

Yeah, that's.

That's a huge.

Jeez Louise.

Yeah.

Like, my calculator maxed out.

Well, and to put it into perspective, like with somebody, well, that's a lot of transactions.

We don't do that.

Right.

So I, I was looking up all these little crazy stats, like how many surgeries are done a day worldwide.

There's 857, 000 surgeries a day done worldwide.

Well, what if there was a 1%, I don't know, error?

They didn't follow up with 1% of the patients who came out of anesthesia.

Oh, how awful would that be?

It's making it way more, way more real.

Right?

Yeah, yeah.

Like, so we were talking about, too, at the beginning, like, the numbers that, you know, just like, really, really hit me were, you know, you're talking about just the small amount, you know, extending the number from your own personal experience into some of the trades.

You know, so you could be leaving a couple million dollars on the table.

You know, what would that do for an organization that's, you know, maybe a $4 million a year organization?

5, 6, 7.

Right.

Let alone, you know, obviously the larger organizations.

But I mean, and these are not exaggerated numbers, everybody.

This is literally what's sitting there that we're not doing anything with.

And just like you were saying, I almost guarantee if you didn't hear in a direct no from your homeowners, drive back by that house, they haven't done anything.

Just one of the traps, mental traps, we get in is, well, they didn't buy from us, they didn't get back with us, so they must have gone with someone else.

But for the most part, that's not true.

They just got stuck in this decision paralysis and need someone to help them over the line.

And that's why we get paid what we do as salespeople, because not everyone can do that.

So I'll Illustrate that by this is I was on a sales training call for sales consultants.

Friend of mine invited me to listen in and a lady comes on the call and she says, guys, you gotta follow up.

And the gentleman who hosted it said, well, what happened?

Tell us.

Right?

And she said, well, seven months ago to the day, I called this guy and he said, I can't do anything for six months and would you call me back in six months I'll be ready to really have that conversation.

And she said yes.

And she got busy and forgot and she was looking through some of her past correspondence and leads and things and she realized she hadn't called this person back in six months.

So a couple days went by and then she called him.

It was seven months.

She told us to the day.

It was the day she came on this call.

And he said, the gentleman said, well, what happened?

And she said, well, the, the guy actually remembered me, you know, I said, hi, it's me, listen, I'm sorry I didn't follow up.

Like I said, in six months, I, you know, just life got ahead of me, blah, blah, blah, blah, blah.

He said, well, it's really great to hear from you.

I'm so glad you called me and that things are good for you in your life.

She said, well, I'm ready, you know, if you are, to re engage in that conversation.

And he said, well, I'd love to, but I guess you didn't hear the news.

And she goes, what?

She?

He goes, I bought from your company.

And she goes, what do you mean?

He goes, well, I bought from Peter in your company.

And she goes, peter, Peter M. In New York.

She go.

He goes, no, Peter R. In Seattle.

What do you mean?

Well, you know, about a month ago, Peter R. Called me and we started having communication and I asked him about you and he said, well, I, you know, don't, don't really know you.

You're kind of a big company.

And so anyways, we closed the deal with Peter, you know, like a week ago.

Wow.

And she said these words, you got to follow up, guys.

It was a five year deal.

My commission on the deal was 500,000 USD a year.

Holy cow.

Two and a half million dollars worth of mis commission.

Yeah.

Not following up.

Yes, on time too.

Right?

So the.

Now imagine this, Sam, if she had just been sending an email or text message or just called and got his voicemail and left and said, hey, this is Amanda, I want to give you a call.

Listen, I know we're not going to talk for another few months.

So the Gentleman who was hosting the sales training asked her.

He said, you know, you know what happened?

She said, I just forgot.

And she's like, you guys have to follow up or you miss out.

And the crazy part of the story is, is Peter R in Seattle got three referrals from this guy.

And people know people like themselves.

So I can imagine they were probably fairly equivalent accounts as well.

Yeah, yeah.

So imagine, I mean, if he just called one or two out of three.

I mean, the gentleman's making a million and a half dollars a year off a dropped ball.

So to your point, right, you just, we gotta, you know, it's, it's not hard to do, but the, the, the to your point, people will make the assumption that the potential buyer is not interested, so they immediately deprioritize it.

But not just deprioritize it, stop communicating.

So it's in our system, for example, we have the ability coming up where if you stop communicating, the system will actually promote you to say, do you want to reach out to Sam?

Oh, nice, right.

And it will actually light up in your system and say warning, warning, you know, that type of thing.

So, and it will create the, it will create the message for you.

And that way you can just stay in touch and, you know, because if she hadn't just stayed in touch when that guy in this fifth month, he might have been like, listen, we're going to be ready to really talk about this next month.

And he would have made that call.

Go ahead and schedule the date.

Yeah, yeah.

Oh my gosh, this is wild.

You know, and when, when we very first started talking about this, it's something that I recognized is one of the very biggest missing pieces in what.

Well, clearly the example of your 11, 16, 17, you know, H Vac companies that are not getting back to you and you're in your area.

But it's, that's the problem is, and, and the whole point is that's everywhere.

It's not just because you live in a certain specific city or zip code, it's every single one that there's around the world.

This is a global issue.

And you know, we of course recognize it in the trades.

And so for everybody listening, if you're not following up, you don't have a process to it.

You don't have a, a really great system that helps, helps automate it.

So it happens.

Right.

I would rather see something 80% complete that's usable than something that's perfect, that.

Waiting for something perfect that we don't use.

Right.

You just gotta do it.

And so, and that's, that's for everybody listen.

That's why I'm excited about one, about having Doug on the show because his massive wealth of knowledge and experience, but also he's creating something that is really, for this type of thing.

It's the coolest thing that I've seen probably ever.

It's about as innovative as if you were on service titan and you were not on service titan.

The ability and the things that it can do versus your other workflow system before.

So tell us a little, let's get a little more granular because so for everybody, listen, Doug has developed this program which it's a combo of a couple things.

I'll let you give the details of what it is and what it does.

But for everybody listen, I am one of the first people to sign up for this.

I am using it for my company, for close it now.

Because especially if you're a one man show out there or you're a smaller company, your bandwidth gets maxed out.

That's another reason people don't follow up is they just don't have the time or they think they don't because they don't understand the priority of making follow up as part of their process, especially if the organization is, you know, has not built in follow up as their culture.

And so that's the other reason I'm so excited about this, to help people automate a lot of this and buy your time back and be able to do that.

So tell us a little bit more about, about the program and, and all the things it does and where it's headed.

Yeah, so we, we called it vibitno.com V I B I T N O.

And it's kind of a mouthful to say, but the reason that we chose the name was we were looking originally trying to find names and you know, to describe this and you know, we came up with you matter.

Right, right.

So we're like all excited.

Oh, we got you matter dot com.

Well, guess what?

It's not available.

So then we did like, you know, searches on, you know, dozens and dozens of possible ways of, of spinning it just wasn't available.

And then we came across a Slavic term that meant you matter, the esteemed one, you know, and it was called, it's Vitno V I B I T N O.

So we took the name as vibitno.com and we started with the premise of we're gonna, we don't want to.

We, even though we have a CRM component, we don't Want to be a CRM only.

Right, right.

So we're going to start with the.

How do you get a contact into play and continue to follow up with that contact?

So for example, you take your, your cell phone, you're at a networking event or a trade show or you just meet someone and you know they have a business card, they give it to you old school, you take a picture of the card and the card then gets read into your vibitno system and you, you got your first queue up for sending follow up that's automatically created for you.

Now we can also templatize some of these processes.

So let's say you were at a, a networking event, the network events ending at 5pm and you want everybody to get their first message at 5:17pm and it's each individualized to each individual person because you've been putting some fields into the system to personalize that process.

And so, you know, bam, you talk to 37 people, 37, you know, first connections go out that day.

Wow.

Right.

And so now you have a contact and you've put it into play.

You have a contact you met at a, you know, I don't know, let's stay with the services business.

Right.

You go buy a, a home and you meet with the, you know, the spouses and you got their information and you get back into your van and, and your first follow up now goes out to them before you even turn the key on the van.

Wow.

Right.

About what you communicated with.

So it was about how to put it in play and then how to stay in touch with them when you can't.

Right, right.

And also how to manage those relationships as well.

So then we said, all right, we're going to build in the ability to manage that through a CRM.

So we put a CRM into the system.

But what we wanted to do, Sam, is that we wanted the system to turn into a revenue improvement like system for people.

So we know if you follow up that you're going to get responses and referrals and you're going to close more sales.

Well, we started tracking all these metrics in the system.

Right.

So you can actually see what you're getting from follow up and how it is actually applying to your life in real time.

You can also see when your reps or other people aren't doing it because we give the owner the ability to take a look at everything.

Right, sure.

And, and automate the reporting.

So the reporting comes in or it says something like, hey, you know, Doug's not doing his Follow up on this or whatever.

And so you know that you can intercede with that.

So the whole.

That was the crux of the system.

The system was how do we bond, do personalized, meaningful and relevant information and how do we build relationships, not just for now, but how do we build these relationships for in perpetuity?

Right?

Because if most of us look back on our lives and we go, geez, we have met hundreds or thousands of people, and if we had just stayed in touch with thousands of people on a regular basis, then when we needed a favor or we needed something where, you know, we're going to open our business or we're going to do whatever, we could go back to those thousands of people and we could ask and say, hey, I need your advice, I need your help.

I'm going to pre sell this out.

I got a new sale going on, on this or whatever.

And one of the next gens of the system that we're looking at, Sam, you love innovation.

So I figured I would tell you this, because you're absolutely aware of it, is we were actually looking at the Persona fields because, you know, it's going to keep track of not only the person, their education, were they in the military, their spouse, their spouse's information, their children, their children's information, their hobbies, their interests, on everybody, you know, affiliations and things like that.

But imagine something like this.

And we were just having this conversation with the development team.

Imagine Valentine Day is coming up in February.

Right?

Right.

And you know, you know, my wife, for example, she loves tulips.

Now the thing to go out on Valentine's Day is maybe to buy roses.

Sure.

But imagine if somebody sent me a message saying, hey, Doug, I was just thinking about you and Justina.

And I remember Justina loves tulips.

Remember, Valentine's Day is coming up.

I did a little research and the, the best place to buy tulips are these two places in your area.

I love it.

That is adding value right there.

Right.

So it gets, it gets very, it gets relevant and meaningful and personal.

Right.

And personalized, I should say.

And you know, you can, you can go to whatever level you want with, with the, with the system, but that next gen is going to start pulling and start making recommendations for people like, you know, let's say.

So I did, I did this manually.

For example, I have a gentleman, he just sold his company.

He sold it for 23 times EBITDA.

He was $100 million company.

So he had a really nice exit.

That's a nice exit.

He was in the aviation business and in the.

In my system, I recognized his birthday, and I'm like, I wonder what great things happened on the month of his birthday.

Right.

Well, do you know that his month of his birth is national aviation Month?

Well, gee, is no wonder.

What a coincidence.

So I send him a message, and I say, hey, I don't know if you know this, but your birthday is coming up.

But did you know your birthday?

You know, I reckon I realized that it's national aviation month of the birthday, you know, and also, you know, here's three or four great people who were born in the same month as you are who are also tied to the aviation industry.

Maybe it has something to do with the month you were born.

And what do you think, Sam?

That guy, like, picked up the phone and called me.

I just had a 2.2, $2.3 billion exit.

And he's dialing you on the phone.

He's.

He's dialing me, thanking me, saying how amazing this was.

And, oh, by the way, we were thinking about something in the company.

I'd like you to have, you know, chime in on it and tell me what you think about it.

Wow.

On our new company we're starting up, so it's like when people get personalized and meaningful, you know, information, then we no longer think this is business, Even though we understand it's business.

We're not crossing the friendly line and taking the pressure out of the sale.

What we're doing is we're actually dealing with the two things that people make decisions on.

A business return on investment and a personal return on investment.

And both of those are included in each sale.

And it does not matter if you're selling business to business or business to personal, you know, business to consumer.

They're still thinking, like, with the air conditioning, I'm thinking, Whoa, okay, 46 grand.

That's a little more than I was thinking for air conditioning.

Now, it's a bigger home, and I get it, but it was still a little higher than I figured.

So now I'm justifying the numbers in my head, like, all right, well, if we hold on this place for 10 years, it's $4700 a year for air conditioning, you know?

Sure.

And I'm doing all that.

But on the personal side, I have three ladies in the house, Wife and two daughters.

Well, proud daddy, proud husband feels, man.

You know, if they're comfortable and they're doing great, et cetera, et cetera, et cetera, I feel great.

There's the personal return on investment Right, right.

Their friends come over, spend some time in the house.

They go, whoa, this is great.

You know, you got all the central air flying around and all this mini splits and all this other stuff.

Right.

You know, or they get mini splits because they can control the temperature in their room.

So versus like, you know, just regular old air conditioner that comes out of the floor.

One room's freezing and you got to shut the vent a little bit.

Right.

Now you get personalized.

One of them, you know, one of them likes it cold, one of them likes it a little warmer.

Right.

Make everybody happy.

They're happy, I'm happy.

Yeah, right.

But from the emotion.

Because we all base our decisions on emotion, justify with logic, but that logic is justified with another emotion.

We do this on the business side and on the personal side, and that's where it closes the loop between the two of them and makes it one.

Yeah.

This is so, so, so powerful.

I can't wait to dive into this a lot more.

I it.

We're getting super close on time here today, in fact, that the conversation between the emotional and the logic, the business interaction there that we could do a whole nother podcast, I'm sure, just on that topic.

Understanding the emotional bank account that we're investing into along the way.

And everybody has heard, will people buy from people they know like and trust?

But that's it.

That's where most people stop.

It's like, what does that actually mean?

We can unpack that another time.

Not necessarily on this show, but I'm so excited about this, about Vitno, because it just is.

It's the missing piece for so many people in so many ways.

It literally is good at everybody.

I'm telling you, you're sitting literally on millions of dollars of sales of people that you saw this last year that didn't close.

Right.

We just have to get back in touch with them.

While you're busy running the business forward.

A tool like this can be the thing to look in that rear view mirror and be pulling up that trailer.

And that trailer gets bigger and bigger and bigger as you go.

So one thing I want to let everybody know about is we are going to be doing a webinar on this and we're gonna, we're gonna do a lot little more in a lot more in depth training on some actual scripting for follow up.

We're gonna really give some, some key steps, some, you know, great best practices for, you know, what does a follow up calendar look like?

Obviously every industry is a little different, but what's the frequency, how often should be we, we be reaching out?

How do we set up the conversation to start with all of those things?

And then we're also going to, going to go through a bit of a, a demonstration of what this, what this program will do because I'll tell you, every single one of you out there, you, you need this program.

This is something that it, I don't care what else is out there.

Some of the different text automation tools in our industry, they do not do what this one does.

This one has it.

We'll use the crazy, use the buzzword.

It, it does have AI as part of the, as part of the build.

And because that's, it's so powerful and it is really one of the best ways to get where we want to go.

Feel free to add anything at this point that you want to this.

Yeah, I wanted to let people know it took about two years to actually put this together because we didn't have AI when we were starting.

Right.

And so we were actually getting things to start to work without AI and all AI did was make it easier to do.

And so the thing about AI is AI does a lot of great stuff, but it's not that personalized.

Right.

It can't, it doesn't have emotional, you know, intelligence to that level.

So what we did is we took the emotional intelligence and we use AI to actually enhance the emotional intelligence in the system.

And you know, Sam, I was just talking with somebody earlier today and we were having this conversation because we did a, a LinkedIn post and we just put out something on the follow up.

And I had never seen response like this to a LinkedIn post.

You know what we put out?

I mean, We've been doing LinkedIn for years and it was all around follow up.

And it was a really good point.

Somebody said, well, if I'm dropping 200 grand a year in personal sales, would I hire a full time person at $30,000 a year just to follow up with me?

I mean, for me.

And people are like, well that's, that's a yes, I would do that.

Yes.

No brainer.

Right, right.

And I'm thinking you could do that for a fraction of what.

You know what I mean.

So you had mentioned that people are losing millions of dollars in sales.

Yeah, that's true.

And if you, not to push the pain.

But if you think about it, think about over the last 10 years how many sales you have dropped and over the next 10 years how many sales you won't get.

If that's not painful enough for you.

Well then you know this is not as important to you and I get it.

Exactly.

But if it is, then you know, I to promote what you just said, come to the training because you won't be disappointed.

There'll be some really good actionable things you can take away.

Whether you invest in the technology or not will be up to you.

But you'll still be able to walk away and start some processes going for you and your business.

100 I love that so much.

And it's, it's the cells is.

Is two directions.

Right?

Whenever.

When we're thinking about sales, it's looking into the future and it's looking into the past.

You know we're sitting, we sit in this moment which is like our moment of now.

But every top performer for everybody listening, we've talked about this so much in this podcast is if you only stay in the conversation right now, you're missing the boat.

Yeah.

You have to help them look back into the pain and the things that they want to correct.

And you have to help your homeowners in, in your sales appointments look into the future and understand how life is going to change and be different based on either the project or equipment.

Nothing about your equipment or, you know, what your service you're doing.

It's everything about how their life is going to be different and how to change moving forward.

It's the same thing in our business.

Right.

So let's move it over there.

It's like our business is both looking forward into the future.

All of the new business, all of the leads.

How do we get more leads?

How do we connect with our clients?

But the second we turn around and look at that rearview mirror, there's a saying from a classic business book in the H Vac space.

Everybody pay attention to this.

It's called H Vac Spells wealth by Ron Smith.

He had the two, the very first two people in the industry to sell over a million dollars a year when the average ticket was right around $3,000.

So that's doing a lot of volume.

The part I want to emphasize here is they did not take neither one of them.

They did not take new leads or appointments from their company.

They only went back through their database and their filing cabinet from all of their service technicians tickets.

And.

And they sat there, and this is in the 80s.

They sat there and cold called every past client.

Now let's take that into what we're talking about now.

Looking into the rear view mirror with our, our clients.

What the line that comes from that book that I want to emphasize here is the goal is not to get clients.

The goal is to get and keep clients.

We don't just get customers.

We get and keep customers because that is how organizations build longtime lasting value.

Right?

The huge Ebitdas don't come from a company that, you know, started and blew it up in three or four or five years and now they have a high volume, but nobody knows what the history is going to look like when they're out of a boom.

Right?

Sure, a few people have done that, but the highest valuations, the 20 or 30 EBITDA from organizations that sells from lasting client base that don't go anywhere and this is how to do it.

There's building the relationship over time.

So, so excited about it.

So let's get some dates here real quick.

It is going to be on January.

So I want to get the date exactly right because we had a little bit of a typo at first with the date.

It is going to be on the 16th of January and that is two weeks.

Let's see from the date of recording.

This is.

This episode is going to go live on January 3rd, which is will be just under two weeks from when you hear this episode, if you hear it the day it releases.

So January 16, 2025, you can in the Show Notes will be the link to sign up or just put your name in.

We'll send you all the contact information.

It is get it and then also join the Facebook group, the Close it Now Facebook group.

I've got the link and we're going to talk about it a lot in the Facebook group.

So I'll make sure to get the replay of this podcast up in there as well as go to the Show Notes and you can get the link to find out the information of how to get into this webinar.

We're going to give you very actionable language and tips and process and everything that we just talked about.

Plus give the opportunity to check out the bit.

Now.

It's gonna.

If you don't, if this is the first time you heard of it, but it won't be the last.

It is going to take over, take over the trades for companies that basically everywhere, companies that need to reach back out.

Because if you don't adapt and change, you're going to get left behind.

You better get used to extinction.

Extinction.

If you don't like to innovate, go with the innovations.

So there's the, there's the very specific plug because this is not about selling it you something everybody that I only bring Things onto the show that you can use to make a massive difference.

So give us the parting words, Doug.

Tell us, drop a drop another nugget, because I know you're full of them.

And yeah, tell us a little bit of a send off here.

Yeah, I think, you know, I was listening to your conversation and they're calling back through their old, old dormant leads, basically.

Right.

And they were selling a million dollars a year at $3,000.

So that means that they were selling one system a day.

One a day from old leads.

Just following up.

Yeah.

And this is in like 1984, 1985.

Yeah.

I mean, the profit margin on that sale because the lead cost has already sunk, right.

They've already written it off like, you know, when the, when the leads were three years old at Tony Robbins and Chad Holmes.

Right.

They had already written that money off in previous years.

So that year, that lead cost nothing at that moment.

And so imagine selling one new system a day every single day at zero acquisition cost, except maybe you're paying a sales person to call.

Right, right.

Your profitability skyrockets on that.

And, and it's like here, here's the thing I want to leave people with, Sam.

If, if we are, why did we get in business in the first place?

It was to make money, to make a difference for most of us.

Okay, so if we make money, we're not making a difference.

You're not going to be as happy if you're making a difference, but you're not making money, you're still not going to be happy.

Right?

So if one of those people had a followed up with me on the air conditioning.

And by the way, if you have an air conditioning business, you'll have my contact information.

So reach out and, and, and, and, and quote me.

Right?

If they had to put the air conditioning in by now, the mini splits also have heat here.

We had a, we had a power outage and the generator wasn't working at one time.

But then the generator worked, but we couldn't get the, the heater back on.

So if we had had the mini splits, we could have heated the bedrooms.

Right.

That makes our days happier.

And, and so what I want people to understand is follow up's not just the act of following up, it's the act of building and connecting with human beings to better their life as well.

And so if you're into doing that, which I hope you are, if you are in business, because you will be far more successful, then, you know, come to the training that we're going to do.

I've got a bonus to give away to people at the training Sam that I hadn't even mentioned because we created it for your training.

So.

Yeah, nice.

We'll do a gift and we are grateful for that and we'll go from there.

But thank you for having me on.

I'm very grateful.

Absolutely.

Well, thank you for being on again.

Everybody pay attention to the show notes.

January 16, 2025.

We're going to be really showing this thing off.

Show you what it can do and show you more importantly how it can recapture all of those very, very expensive and hard to earn new clients.

Right.

The average right now for the H VAC industry, for, for the trades.

New client acquisition.

If you don't know this, if you're a business owner, you have to know these numbers.

If you don't know this, this is an important number to, to pay attention to.

New client acquisition right now is averaging between 800 and $1200 per new client.

Every single time you set an appointment, knock on that door and it doesn't sell, you might as well be throwing away a thousand dollars.

Just throw it right in the campfire if you don't do anything with it after that.

This is a way to recapture that plus, the cap.

The plus is of course, everything that comes out of it.

A cell.

So that's New client acquisition is enormous.

Why spend that money if you don't have to?

That's why we love things like door knocking in.

Close it now.

That's why we love canvassing.

That's why we love guerrilla marketing.

All of the ways we can get in front of new opportunities very cheaply and efficiently and without costing more.

So this is it.

Let's go.

Let's just look back, right?

And so thanks, Doug, for joining us again.

It has been an honor and a pleasure.

Definitely look forward to the webinar we're going to be doing.

Everybody else, you know how we end this?

Go out there.

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.

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See you next time.

It.