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.

Well, all right everybody.

Welcome back to the Close it now sales training podcast.

Sam Wakefield.

Here I am.

I always say I'm excited.

I need to use a different word.

I'm stoked.

I am vibrationally on a high right now for the guests that I have today.

And you'll understand why I say that here in just a little bit.

But the person that I have the honor to introduce, and it is a total honor because I had the privilege to actually, we will hear the whole story from him, but had the privilege to actually lead him through some of his very first sales training and in a few years ago.

And it's, man, talk about a journey into stardom.

This gentleman's been in the industry for 20 years.

You know, he started like the rest, a lot of the rest of us, you know, attic rat pulling, duct work, doing the hard until it became not hard.

Right.

So we do the hard thing to get to the things that we love to do.

So, you know, he's said it from his, his own mouth, built a life of freedom.

His focus is to impact people.

You know, the only way that we can really make a difference in somebody's life is having a heart of service.

And yeah, so we connected it into 2020.

We did that training then.

He was actually a service tech at the time.

It was right when he was stepping out of that into a sales role.

And get these numbers y' all throw my text in on for this one.

His first year in the field did 1.7 million.

Second year, 3.8 million year to date.

This is, let's see, date of recording.

We're July 20, 2023.

He's at 2.5 million year to date.

He's on pace to hit 5 million in his third year as a comfort advisor and sales in H Vac.

Everyone, please welcome to the show, my friend, Mr. Kevin Polito.

Thank you for joining us, sir.

Wow, that was got Me, it's got me shivering, man.

I got goosebumps.

No.

Thank you, Sam, so much for this opportunity to, to be able to, you know, mix it up and chop it up with you.

Like you say, I'm really excited to get into it.

And yeah, that was.

I'm definitely going to record that and make my wife listen to it every morning when she wakes up.

Absolutely.

If you don't remember who you're married to, listen to this.

Yeah, exactly.

Just every day.

Check this out.

Like, yeah, this.

This is your husband?

Yeah, this guy.

That's him.

Yeah.

But wow, that was.

Talk about emotions running.

I kind of, as you were saying, and I was just living through as I climbed and to really like soak it in and hear somebody else say it like that, it really is like surreal.

Just blessed as an understatement, man.

These past few years have been an absolute blessing.

So again, thank you very much for those kind wor.

It really means a lot to me.

And then giving me this opportunity to, to be on your awesome podcast that I listen to pretty regularly.

So, yeah, awesome, man.

Thank you so much.

Absolutely, man.

Well, you have earned it.

That's definitely for sure.

You know, the.

One of the things that, as you know what we say often on this podcast is success happens at the speed of implementation.

It doesn't matter how many podcasts somebody listens to and how many trainings they go to and how many books they read.

If they never apply it and put actually put in the hard work to use it and to grow out of their comfort zone and expand, nothing changes.

If nothing changes, nothing changes.

But you have done the work.

And so.

Yeah.

So thanks for joining me today.

I am super excited.

I know we're going to dive into some things that are actually probably pretty different than most people would listen to on a spells trading or especially trade or H vac related podcast.

But I'm excited about it because if I believe this way, if you believe this way, there are plenty of other people that do.

And you know, before we get into any of that, everybody, all your listeners, I want to encourage you and empower you to step into your greatness and actually step into the things that, you know, maybe you're kind of just, you know, dancing around with a little bit actually own your belief system.

And it's one of the, the big cogs of the, of the wheel that makes a total person, you know, the six, the six elements that we talked about, right.

It's your cell skills, but also nutrition, fitness, your relationships, your personal growth and also Your spiritual practice.

Those are the key elements that, you know, if, if one of those is out of balance, we're not going to be able to, to do much there.

So.

So, man.

So you tell.

Give all the listeners a super quick highlight reel of, you know, where you came from.

You've been in the industry 20 years and started off just kind of worked your way up through the trades.

But yeah, give it, give us the, give us the snapshot.

Cool.

So, yeah, you know, I'm Kevin, I'm from, I grew up in Lowell, Massachusetts.

So I'm a, I'm a Boston native.

So, you know, obviously I parked the car in the Harvard yard, but yeah, I went to a technical high school.

I gotta roll up my northeast on.

You're gonna roll out to Texas, so I'm gonna have to come at you with the, with the Boston accent too.

I love it.

So, yeah, I went to a greater.

I went to Greater Lowell Tech as a technical school.

They had all different shops.

Again, unbeknownst to me, I end up taking H vac.

Really everything kind of happened as an accident as to why I took it.

I'm in there for four years, I end up falling in love with it.

You know, I really enjoyed all the different parts of it.

Like, you know, electrical's got, you know, you're doing electrical, you're running wires, you're doing that, Plumbing's got the plumbing, you're doing that, you're doing a little bit of gas piping, whatever.

H vac to me was like a big conglomerate of everything.

So I had a little bit of low voltage wiring, I had a little bit of pvc.

I had a little bit of, you know, ductwork, troubleshooting.

So it really just was pretty intriguing to me.

So I'm like, you know what, I think I might try to make a career out of this.

End up going into the field right away As a junior in high school.

We have what's called co op, where when you're on shop week, because we have class week.

Shop week, Shop week.

As a junior you can actually go work.

So I was a 15 year old, I went right out into the commercial H vac field which is full of, you know, old timers that, you know, just rip butts all day and found Red Bulls, which, hey, if you rip up some pound rentals, all the glory to you.

I'm not judging.

But I started off at as a helper, you know, I.

All I did was go around mastic seal all the big duct work, all the TDC joints insulate them.

It was miserable.

It was real.

It was miserable.

But I didn't quit, you know, I, I, I stuck with it.

I ended up transitioning to a residential company where I know the whole commercial is like, you know, it's an ongoing battle.

I think that will never cease.

Right?

No, but I enjoy Resi better.

You know, it was a little bit easier, I think.

And yeah, I like kind of bouncing around to different jobs.

So I went to a company and became a helper there.

Took me, you know, probably a handful of years, five or so, to become a lead installer at, you know, a reputable H Vac company.

And then from there ended up transitioning into a service technician.

And that's kind of where everything, everything in my life just went crazy.

I started, you know, doing these things and thinking these different things, and one thing led to another and I ended up, you know, in 2020, committing to becoming a comfort advisor at a company with.

Again.

Crazy how the universe just always finds a way to bring everything full circle.

The, the CEO of the company I work with now, we actually went to high school together back in 2001, 2 and 3.

And he, we were in the same shop, completely went our own separate ways.

And yeah, he just, you know, one day out of left field, you know, like, like I said, the universe is always answering if you ask.

And I was asking for something more.

And I get this message from Jonathan and it's him saying, hey, listen, I have this opportunity.

I really think you'd be a great fit.

You know, why don't you talk to your wife about it and, and see if you think it makes sense.

So, you know, after debating it with her for a month or so, I made the commitment.

And again, it's been the best decision I ever could have made.

So that's the condensed version.

Yeah, there's a lot of trials and tribulations and ups and downs.

You know, before I had my, you know, aha, you know, spiritual awakening, whatever you want to call it, moment, I was just a pile of, of bad decisions like everything else.

You know, like a lot of people get stuck in that whole survival mode and you look to all these outer things to try to fix internally what's wrong.

But once you figure out that you know, the power is within and you tap into that, you just.

Sky's the limit, you know, there is no limit.

We're all limitless.

You know, you can be and achieve whatever it is that you can set your mind to, but you just have to be able to set your mind to It.

Love it, love it.

Oh, my gosh.

That's such a beautiful story.

So I.

Man, I want to dive into that a little bit.

This is, you know, when we started talking about being on the podcast, and congratulations about being.

Being invited onto the Masters of the Hustle podcast.

Huge shout out to J Dub.

Yeah, him and I haven't really crossed paths a lot.

I know we will in the future, but, yeah, he runs a great, great ship over there.

They do a lot of amazing things for the industry as well.

And, yeah, that was a great episode, man.

I really enjoyed it.

And.

But you kept.

Y' all danced around this topic on that episode, and I just really want to dive a lot deeper because it sounds like there was a big shift that happened with you that really started to set things, basically set things on fire.

And I love what you say the universe is conspiring for you all the time.

It's working all night while we're asleep.

The universe is working for us.

And, yeah, I mean, it's always working behind the scenes.

So tell us a little bit about what happened and.

And that shift that you had that really started to change everything for you in your perspective and your decision making and just really set you on the right track.

I would love to.

It's.

It's probably one of the most passionate things in my life.

You know, it gets.

It gets me emotional because, like I said, I was a.

A pile of bad decisions, and I have young children and a wife that really deserved more.

Me like it.

To me, it seems like it happened like that.

Like, I was just on at rock bottom.

Like, really rock bottom.

Like, really, like thinking thoughts that I don't even care to talk about today, but thoughts that, you know, with being who I was, in the position that I was actually in, in reality, you know, with a beautiful family, with a beautiful wife, you know, with a roof over my head, to be thinking the types of thoughts and.

And, you know, struggling internally the way I was.

It was pitiful.

It really was.

And again, I don't wish it on anybody, but, yeah, I just really decided one day, you know, and it's.

That's the hardest part about anything, is making the decision.

Like, it's easy to just run with the habits that you've been doing, you know, especially being out in the industry and being out in the field and being wrapped up in all those things.

It's so easy to just fall into traps and fall into these habits that are just.

They don't serve us right.

So, yeah, just be reactive to whatever is Going on and kind of let the.

The wave of a track flow you along to wherever you go.

Right?

Exactly.

You're just like a ship on the harbor, just kind of out there, just doing.

Going wherever the world takes you.

And I think, unfortunately, that's.

It's a lot of folks, you know, a lot of folks that are listening to this, that this will probably resonate with them because I know a lot of people in the trade, you know, and.

And I see the same thing everywhere.

Right.

But yeah, just for me, making that commitment and that decision really just changed everything that I was doing.

I started thinking these types of thoughts that I had never thought before.

Like, my, my default setting is to get up and like, man, like, I got all these bills piling up and, you know, how am I going to do this?

Like at this company I work for, like, I'm never going to make enough money and you have something ridiculous.

Like, I don't.

I might even be wrong, but like ten thousand or a hundred thousand thoughts per day, and it's like 95 of the thoughts you have today are the same ones you had yesterday and the same ones you had the day before.

So like you said earlier, to change, you gotta.

You have to change.

And I.

A couple things I live by now is if you want more, you have to be more, and you have to do more.

If you want change, you have to do something different.

You can't wake up every day and go to the same place and go to the same store and buy the same Red Bull and go to work with the same attitude and come home with the same attitude and expect different results.

It just doesn't work like that.

Insanity.

It's insanity.

Exactly.

It's doing the same thing every day and expecting different results.

It's never going to happen, you know, and it's.

I think just thinking that way for me is what opened up all the doors.

And I actually shout out to my brother Alex.

I know he's gonna watch this.

I love you, bro.

It's all because of him, man.

He.

He was already kind of on this journey ahead of me.

He's my younger brother.

And I remember he starts talking to me, Bill.

He's like, Kevin, he's like, know you gotta check out the law of attraction, man.

He's like, it's really.

And I'm thinking, I'm like, I've heard the two words put together before, but I'm like, listen.

I'm like, al, I get it, man.

You're going through some stuff, bro.

I'm like, you know, I appreciate it, but, you know, you sound crazy.

You know, that was my first response to him.

Like, I. I even have like Facebook messages from us from back then where I was like, dude, you sound crazy.

Like, you really got crazy.

And one day I just.

Like a poker game, I pushed all my chips in.

Like I said I was at a point in my life where I was just not happy at all.

And I gave it a shot.

I did like.

I think the first, like, really big thing I did different was I tried a, like just a little five minute meditation.

I remember I was sitting in my work, man, and I'm like, you know what?

Because that was his thing.

He's like, you got to try this meditation thing, Kevin.

He's like, it's the craziest thing.

Like, you're never going to believe how it makes you feel.

So I tried a quick one.

I did it for about five minutes.

And I'll never forget that first moment.

I opened my eyes when, like, when I was.

When it was done.

It was just a quick little guided meditation.

I had my headphones in, open my eye, just everything looked different.

Like, everything kind of just.

It was almost like everything like came into focus and shifted and I was.

Like, that was weird.

I'm like, I'm gonna definitely try that again.

And then one thing led to another and, you know, I started, you know, meditating every day and just trying to focus on myself.

And that's where I found everything I needed, which is internal, man.

It's.

It's your thoughts, it's your emotions.

And when you can control what you think about every day, which you can, it's not a matter of if you can.

When you find out how you can control your thoughts and your emotions and you can marry those things together, you can literally manifest anything you want in life.

It doesn't matter.

It's all here for us.

It's everywhere.

It's everywhere.

The universe is always working.

And that's the thing is it's always working.

It doesn't know the difference between, like, I wanna.

I'm gonna wake up every day and be the best version of myself.

And I can't wait to go on Sam's podcast.

And I'm gonna absolutely blow this thing out of the water.

It doesn't know the difference between that or, oh, my God, I got this podcast today.

Like, I hope I do good.

Like, I hope I don't screw up, because if I'm thinking like that, I'm going to be stumbling over my words.

I'm going to be nervous.

It's not going to work out.

So having that first aha moment with the meditation, with the like, I dropped his name earlier, the Joe Dispenza, his whole thing about energy, like, we're energy and we have one awareness and it's only one awareness.

Like, you can take that awareness.

You can.

I, I, I never forget the, the little like, exercise he did.

He's like, take your awareness and put it on your right knee.

And if you do that, you can.

All right, that's my right.

He's like, if you take that awareness and focus it on what you want in life, which most of the time we're scatterbrained, we're driving in the van, you know, you're thinking about this, you're thinking about that, you're thinking about this.

If you can figure out how to focus your thoughts and focus your emotions and get them on the same page.

Dude, it's, I mean, I'm living it.

It's.

I'm, I literally wake up every day and live it, you know.

Oh yeah.

My faith is, is also something else that has never really been a part of my life.

And I think, like, the deeper I dove into myself to try to understand, like, what am I, like, what am I doing here?

Like, I know my name's Kevin, but there's something more than just this shell.

There's something inside of me that's having these thoughts and having these emotions and having these feelings and you know, led me to, to understand and, and gain for know, a belief in whatever you want to call it.

God, the universe, the Creator, in my opinion, all that stuff is the same.

It's the same thing.

It's something much, much bigger than we can even comprehend.

That, like you said, is always, always going to work for us.

But it's going to work one way or the other.

It doesn't matter if you're positive or negative.

It knows no difference.

It just, yeah, it's.

What are we?

What rockets of a desire we are shooting into that universe to tell it what we, where we're headed.

Right?

Yeah, man, this is so good.

Okay, I know for a while.

I'm sorry.

No, no, don't, don't.

Do not apolog that.

I love what you're saying.

And it's the powerful part of it is, you know, and, and to, for everybody, all you listeners that were thinking, like, man, this is real.

Woo woo.

It applies.

Think about all of the things you've ever heard your whole life.

If you are any type of, in, in any Specific religion or whatever.

If you believe the Bible or whatever it is, it's everywhere.

These are universal laws.

I mean, there's a thousand scriptures that, you know, let the weak say I'm strong, let the poor say I'm rich, let you know.

And so all of those kind of things, it's exactly the same thing.

I mean, we are spiritual beings having a physical experience and we can.

I heard you say on the other podcast that you listen to, like think and Grow Rich over and over.

Oh my God, all the time.

And man, it's the, the transmutations of thoughts into things he talks about in there.

If you've never listened to Think and Grow Rich, I highly recommend it.

You will never, ever in your entire life come across anyone who is a successful millionaire or above who has not listened or read that book at least a few times.

Yeah, so it's one of those universal principles.

And man, there's.

I want to talk about this post for a second because you're talking about where vibration, where energy, those kind of things.

And we've.

You've.

You heard me say on this podcast a lot your energy introduces yourself before you ever knock on the door.

This is the episode to where we can really dive into that.

I've never had the opportunity to really break that apart and talk about what it means a lot.

So you are a poster child for exactly this, the moment you made that decision.

And fortune favors the bold, the universe favors the bold, and leap in the net will appear.

Right, so you made this post earlier on Facebook.

For everybody who doesn't know, go follow Kevin on Facebook.

He just really puts out some really good content, especially about this topic.

But it says signs of a high, high vibration person.

I'm just going to kind of read the, the top five things here.

Almost like a, you know, night night talk show at the night style.

Right.

So number five, you irritate toxic people just by being your true and authentic self.

That is definitely what happens for sure.

Yeah.

Oh my gosh.

Yeah, it does.

That's the part I don't really like.

But again, it's like, hey, to each their own.

I'm gonna do my thing, you do yours.

But yeah, you can definitely rub the negative minded the wrong way just by being us.

You got it.

You got it.

Yeah.

And how can this person be that happy?

There's no way that this person is really that happy.

They must be pretending like that's what I think they're thinking in their mind.

Like that's the thoughts they must be having.

This I Think this.

This next one, number four, is probably one of my very favorite ones.

You can feel the energy of a room shift when you walk into it.

Talk to us a little bit about that and how that applies.

And so in general, and then how that applies to what we do.

Oh, man.

That's just.

It's.

It's everything, I think, like, you know, people.

The main reasons why people are going to buy from us, because obviously, you know, that's one of the main topics why you run this podcast is to close sales.

They have to like you and trust you.

Like, those are the first two things.

And I feel like if I come in and I'm like, you know, hey, how's it going?

You know, I'm Kevin from Green Energy.

It's like, that's more of a low vibration, but.

And it's nothing that I fake.

It's like I come in there.

Like, it's excitement.

Like, it's.

It's like I read in one book, like, making a sale is literally the trans.

The transmutation transitioning to somebody else.

Excitement, like.

Or enthusiasm.

It's the transfer of enthusiasm.

So if I show up and I'm pumping myself up before I get there, Like, I pull over before every call, like, right down the street.

And if I'm going to Sam's house, I'm like, man, like, this is.

This is incredible.

Like, I don't even know if Sam knows what he's about to get into.

Like, I'm coming to his home, and I'll already know what we're doing.

Like, I know he's.

He's in rough shape right now.

His air conditioning is broken.

He doesn't have to worry about that.

The last moment Sam's gonna have to worry about his broken air conditioning is when he shakes my hand.

And I'm gonna take all that worry away.

And again, it's in.

It's like, all spiritual things that I think to myself, but it works.

So just the way you talk to people, your body language.

I'm super big on eye contact.

Like, I will literally stare into somebody's eyes until they look away from me.

You know, not to be creepy, but it's like, I just feel like the more you can do those things, like, you're just breaking down that wall.

You're working for that sale before you've even presented an option.

Like, you know, then you go and do something, and he's like, man, this guy's.

This guy seems pretty good.

Like, he seems pretty positive and happy.

I think I really like him.

I trust him.

And you can get somebody to think those two things.

You know, the rest is easy.

So you got body language, you know, posture, and then just the way you talk and the way, you know, just your excitement.

You got to be excited, like, especially in this job.

Like, you can't show up, like, hey, how's it going?

Yeah.

Oh, your air conditioner is broken.

That sucks, man.

You know, it's like, no, no, we don't need no eeyores.

We need, you know, tiggers.

We gotta all be tiggers, man.

Let's go.

You know, having a bad day.

You got it.

You got it.

Yeah.

I mean, I always say, just, you don't have to change who you are, but just be the best version of yourself, you know, be.

Be you times 10.

Get in that state that, you know, everybody has those moments they can think of where they just have that feeling of, man, anything I touch right now, I'm just gonna win, you know, there's nothing that could stop me right here in this moment.

That moment needs to be what's happening every time we walk into a house.

If we can, you know, capture that.

Tony Robbins calls it state management.

If we can put ourselves in that moment by visualization, by talking to ourselves.

The most important word.

Everybody asked me, what, hey, what's your cell script?

How do you handle objections?

All these things.

I'm like, listen, I can give you a bunch of words, but the most important words you ever say to yourself are the ones you say.

The one important words you ever say are the ones you say to yourself in your head.

Absolutely.

And not just out loud.

You speak it out loud to yourself.

Right?

That's why I do the whole pullover thing.

It's creating that belief, because belief is another.

Like, if.

If you don't.

And that was the thing for.

That was the big aha moment for me.

Like, back when all this started is I started believing that I was going to be successful.

I started believing that I was going to be rich.

My perception of riches, not what most people will think, it has nothing to do with money.

It's more of how I feel like.

And I. I'll never forget, like, I would tell my friends, like, dude, I'm gonna be so rich.

And.

And, you know, they would kind of look at me like, oh, I don't know about this guy.

But it's having that belief, like.

And I believed it in my heart before anything, before I even had the comfort advisor job.

I was running around telling people, like, listen, something's gonna happen to Me, because I had already read the Joe.

The.

The Joe Dispenza stuff.

I was already on board with all that stuff.

Like, if you ask, you know, ask and you achieve.

So I'm like, I. I already know I'm gonna be like, it's.

It's.

It's our.

It's a fact.

And now my job is to just wake up every day and embody the most, like you said, the most perfect version of myself that I possibly can.

You know, even if I'm having a rough day.

A friend of mine, Mike Butcher, who's tied in with service mvp, he dropped a quote the other day that I was like, dude, that's incredible.

I'm like, how's your day?

He's like, no bad days, only good days and great days.

I'm like, dude, that's like.

That's the little things like that.

Like, there is no right.

There's a good day and there's a great day.

That's all you can have.

Yeah, absolutely.

I mean, it's.

It's fun.

It's really hit me a lot lately, especially in this.

This year was, you know, just.

Personally, it makes me think a lot about my favorite Jim Rohn quote of the.

You know, the winds of life blow the same on every person.

It's how you set yourselves that determine if you're going to achieve your destination or if you're going to, you know, get bashed on the rocks.

Yeah.

And, you know, when bad things happen, you know, it's okay.

It's how.

And it's just like you were saying.

And this is what is so important, especially all you listeners that meditate, the mindfulness and the meditation, it allows us to create that little tiny space of time where we can choose, no matter what happens, we can choose to react or we can choose to respond.

And so to give that tiny frame of mind and the mindfulness to be able to choose a response instead of just reacting to a situation.

And that starts to change everything in life.

Yeah.

Yeah.

Getting from that, away from that, reacting to everything and like traffic and things like that.

And yeah, you have.

You go into a job and it's up in an attic.

And like I said, I. I embodied this mindset before I got the Comfort Advisor job.

So I was.

Even before I was a service tec, like, I was still doing install.

And I had this epiphany where I was like, listen, I need.

Something's got to change.

Like, I've been doing this for a long time, you know, Like, I feel like I'm a good person.

Like, I don't know why.

And again, it's the whole victim thing.

Like, I don't know why.

This is how my life is.

This is happening to me.

Why is this happening to me?

And then I started like, intentionally trying to, trying to figure out, like, well, why is this happening to me?

And it's like, oh, well, because you have shitty thoughts.

Oh, all right.

You know, you don't focus on the positive things in life because there's so much to be positive about every day.

There's, there's a lot to be negative about, but there's so much to be positive about.

Abundance everywhere.

You know, there's enough of everything for everybody to have as much as they want.

You just have to, you gotta get inside your paradigms and your belief system and, and really start, like you said, crafting.

That's what the meditation did for me.

It gave me the ability to focus on what I wanted my life to look like, you know, and I wanted it to look 180 degrees different from what I was living back then because like I said, I had, I was a pile of bad decisions.

Like, I mean, all stuff that, like I said, I'm not proud to even talk about, but I'm just thankful every day that I was able to break the cycle and, and sit in front of you now as this version of myself that I'm so proud of and, and, and just so happy to, to be able to, you know, do these types of things and, and hopefully, like you said earlier, impact people.

Like, I want to tell people my story and I want them to understand that.

I mean, look at me, I'm just, I'm a gray bearded regular guy, a little overweight.

I'm, I'm nothing special.

I can tell you guys, I have, I have nothing that everybody that's listening to this doesn't have.

You know, you just gotta, you have to find what works for you.

I love it.

I love it.

So, man, one of the biggest things I'm hearing from you is again, we talked about that decision, but you know, you started this process before it was.

So where so many people get it wrong is they think, well, I will start doing this once I've already achieved that level.

So yeah, man, I'll start doing what the top salespeople do once I become that top salesperson.

And that's completely backwards.

So what I'm hearing from you is, but even before you were a service tech, you started do it into this process and then as you begin to change, things start to Change.

We talk so many times, we say work to become someone worth buying from.

And this is a very good example of exactly that.

You decided to change.

It happens from the inside out and everybody gets it.

The wrong side is when it, when it happens on the outside, then I'll become that.

And it's got to be inside first.

When our belief system changes.

Yeah.

And so, man, I love it.

I'm getting so fired up with this.

It's good stuff, man.

Like, you know, I, I was doing installs and I started thinking like, man, what, what would it take?

And that's like, I'm like, what would it take to, to make a hundred thousand dollars a year?

Like even, like it's crazy now.

Like, I look back and that number to me then I'm like, Geez, 100K.

Like I don't, like, I don't think I'll ever be able to make that.

But instead of like.

And even when you have a thought, you can flush it out because God, man, I have negative thoughts.

But when they come in, I'm just like, no, no, no, thanks, I appreciate it, but that doesn't serve me.

But I just started asking myself, like, how, how am I gonna provide more for my family?

How am I going to have a better work life balance?

How am I going to be able to go on vacations with my family?

You know, it's not like you have to visualize and think things, but it's got to be vivid, it has to be detailed.

You can't just, I didn't just wake up and be like, oh, I'm going to be rich.

And then that was it.

There's so much work that goes on with that.

And like you said, you have to, you have to be what it is you want to be before.

And I know it sounds crazy, but you have to act out as if you are this thing that you're trying to be before you become it.

And I mean, listen to any sales book, listen to any, like you said, any person that's been super successful, it's written over.

And that was another like, thing for me.

It's like I've read so many books and listen to so many interviews.

Like everybody is literally giving us the answers to the test, you know, and they're all telling us the same thing, you know, And I just wish, man, I, I wish that more people would just wake up to, to how easy life is.

Like, you know, we make things hard for ourselves and I know everyone, different situations, like the guy that's up in an attic Banging ductwork like I did.

I did that, you know, but you can same can find a way out.

You know, you can find a way out through just thinking better and believing that you're worthy.

Like, that's what holds most people down.

Like, I asked some of my friends, like, do you like.

And I'll.

I'm like, do you believe that you can earn a hundred thousand dollars a year?

And their answer usually is no, probably not.

So guess what?

You're never gonna.

You're never gonna do it.

Yeah, absolutely.

Oh, man.

Gotta see it, man.

You see it in your mind's eye.

If you can see it there, then you better believe you can achieve it.

You know, I think that's Napoleon Hill or something.

He's another to just.

He's.

That's.

He's actually thinking, grow rich.

I believe I get those mixed up thinking grow rich.

And then another book that really like blew my mind was Rich Dad, Poor Dad.

Yeah, I don't.

Have you checked that one out?

Absolutely, yeah.

Robert Kiyosaki.

There was a time period I read.

Oh gosh, their entire library, in fact.

Fun fact, right now I'm kind of in transition and where I do these podcasts, hence the virtual background.

And I'm literally right now to get my computer a little bit higher for the angle for the video, I'm using my Rich Dad, Poor Dad, Cash Flow 101 game underneath the computer to raise it up a little bit.

Hey, I love it.

Such a good book, man.

Like another.

Just another, you know, no brainer for people that are looking to.

To get out of the rat race and find another way.

Because there is, you know, life doesn't have to be a struggle.

Like, I struggled for 33 years and I could honestly say, you know, the past four years I've been incredible.

Like, just absolutely incredible.

Love it, man.

Well, so let's do this.

Let's take a.

Thank you for sharing all that.

That It's.

It's so.

It's such a powerful message that you can, in a moment's decision, someone can decide to change completely change their family tree in the trajectory of their life.

Yeah.

The crazy part is people think it's hard and it's all of this work, but it's not.

It takes the strictly just making a decision and deciding to take different actions than they've been taking.

And it doesn't have to be all of it at once.

It's like one thing at a time, you know, and then one thing and one thing and one thing.

So thanks for sharing that man.

My pleasure.

So let's take a little bit of a turn here because I mean I, it would, would be a disservice for our listeners.

Well, let's, let's, I'm going to frame this differently.

It wouldn't be a disservice.

Everything we've talked about so far, listeners, this is what has, you know, helped Kevin be go from 1.7 first year, 3.8 second year.

I'm going to do 5 million his third year in sales.

Everything we've talked about is the secret sauce.

So don't think that that is less important.

However, on this podcast, as you know, we're known for actionable items people can implement immediately.

Yep.

So I would, it would be a missed opportunity.

That's a better way to say it.

If I have a 5 million dollar a year person on this podcast and we don't ask you what are some, you know, some tips, a couple keys that people can implement immediately in the home to, you know, to change things.

It could be what, you know, what we were talking about a little before the podcast or yeah.

You know, drop a couple nuggets for some people that they can start to use right away.

Just like you, you know, like we did with you before.

Help some people out, man.

Let's get them to the next level.

Cool.

Yeah.

So I mean I think the big, big part of, of what I do is I have this little method I, I came up with.

I don't even know if I came up with, but I haven't heard.

It's just the abc, which I think are the most important parts of, of the sales process.

And it's super easy to remember.

It's the arrival, it's a break in the ice and it's closing the sale.

Which by closing the sale, I mean at least asking for it.

I just, I know that a lot of comfort advisors, sales folks, like they're still email and you know, they're not even asking for the sale at the home, you know, in person.

I'm asking two or three times subconsciously.

I'm setting them up before I even present my options.

And, and then ask the question like, listen, are any of these options something that, you know, you can see yourself moving forward with today?

And you know, that's kind of my line where it's either a yes or I'll even tell them.

If it's like, ah, maybe it's, you know, I, I totally understand, you know, you're not going to hurt my feelings.

If it's a no, then just Tell me.

No.

You know, it's like a.

When you push back, and this is a great theory I learned from my CEO, when you push on people, they tend to push back.

So it's like a push and pull.

It's like a tug of war.

So you push back on them.

Like, if you want to say no, just tell me no.

And it's like, oh, I don't want to say no.

You know, it's just a little expensive.

But then you get to the whole.

Overcoming the.

The only objection that I believe there is is the price objection.

And they'll mask it in all these different ways, but the price objection is the I.

But, yeah, arriving properly, like, looking decent, making sure, like, I know, cliche, but you're showered up, you look presentable, you know, shirts tucked in.

Right?

Well, decent.

You're.

Look in the mirror.

Would I buy for me today?

Exactly.

And I mean, so truth be told, I've looked at myself a couple times, and I'm like, well, Kevin, you gotta.

I don't know.

And I say, I don't know why people buy from you, because they still do.

But either way, the arrival is super important.

Making that quick phone call ahead of time, you know, that comes after I've done my quick little visualization thing, you know, that will take like 30 seconds.

Like, I'm gonna go to Sam's house.

I'm gonna do a great job.

Blah, blah, blah.

I already hit on that.

And then just calling and making sure it's not like, hey, Sam, how's it going?

It's like, sam, man, how are you?

This is Kevin from Green Energy Mechanical.

Just wanted to call and give you a courtesy call.

I'm looking at my GPS.

It says I'm about five, 10 minutes away.

I just wanted to make sure that there was, you know, nowhere special I needed to park.

Do you have any animals I should be aware about or.

Or, you know, what's the situation?

Or whatever I say, you know, and then now.

Now it's like they're getting to know you before you even get there.

So now when you actually do arrive, breaking the ice is easy.

You know, it's.

It's just.

For me, the ice break is just having normal conversation.

Like, you have to be confident.

You can't go in there, like, on pins and needles.

Like, you called me to your home.

Like, so for me to come in there, like, all, like, scared, you know, and nervous and, like, walking on eggshells, like, I'm never gonna do that.

I'm gonna come in there and, like, this is not my house.

Like, when I walk in, like, the.

Energy through the roof.

This is my house.

Sam, how's it going, man?

Listen, first of all, before we get started, I just want to thank you so much.

You know, there's a thousand other H vac companies that you can call, and, you know, you chose to.

To reach out to us and have us out here.

And I really can't thank you enough for giving me this opportunity so much.

And then whatever the dialogue is, you know, they're going to want to drag me over to the thermostat or drag me downstairs.

I'll pull the E brake on that right away.

Because, like, I'm the doctor.

I'm in charge.

I'm gonna check everything out for sure.

I'm gonna go check your system out.

I want to look at everything in your home, Your insulation, your ductwork, whatever.

But if it's okay with you, and again, asking permission, kind of making it a little bit more laid back, if it's okay with you, I'd love to just go sit down or we can stand up.

And I just want to kind of understand a.

About you and.

And your situation that you're in and.

And just where you're looking to transition towards.

And that's.

I think that alone can always be done very naturally.

There's nothing robotic about it or, like, systematic about it.

It's an honest, like, listen, whoa.

Like, you're kind of calming them down because they're nervous.

They're like, here comes Kevin.

He's coming to take all my money.

Which I'm not there to take their money.

Right.

I'm there to help them as best I can as economically as possible.

But doing those two things really break the ice.

And then there's the other.

You know, I'm sure you've heard of the form, like, the family occupation, recreation and materials.

Like, I do.

I do so much stuff, and I. I enjoy so many things that I resonate with people on so many different levels.

Like, I have four cats, a dog, a bunny rabbit, three kids.

I've been married for 20 years.

I love hockey, baseball, football.

I love golf.

I love to fish.

I love to hunt.

So every house I go in, definitely something of that sort.

Something you can relate.

And I never go out of my way.

Like, I'm not going to walk in and be like, oh, you know, I love the Red Sox.

You know, I.

It happens naturally.

And when you're present and when you're in the moment, you are like, you just.

I always realize it, like, Everybody always says, oh, don't mind my mess, or, oh, you know, I have a dog.

Are you okay?

And what do you think happens?

I transition.

Into what?

Dude, I have three kids.

Like, my house looks just like this, or I have a dog at home.

Like, I love animals.

I have four cats or whatever it is.

So I think those things combined really just set me up for success because.

And it's a process.

So I always, at the end of the day, I'll kind of on my ride home because I drive about an hour.

Get this, guys, I drive an hour and a half at least to and from the shop every day.

So I live an hour and a half away from my office.

So I have three hours of drive time.

University every day.

And I make use of that.

Love it.

So I'll go back through my day if there's anything I think I could do better.

If I had a great day, I'll kind of go back and say, like, what.

What do I think made the day great?

But yeah, I think those things are you.

Those are things you can implement right away.

And just the belief, man, you gotta.

You got to find a way to believe that you're gonna close sales.

You got to believe that you're working with the best people in your area.

You got to believe that you're the right guy for this job.

You got to believe that the homeowner wants to do business with you.

Especially like I have.

I'm having the best year I've ever had amidst a lot of other companies and, And.

And contractors having to lay guys off because businesses is slow.

Right.

You know, I don't let any of that external noise get in the way, especially with what we do.

Like, people need this stuff, like you need.

They do.

You know, it's a necessity.

People, yeah.

Aren't gonna go without it, man.

When I, When I'm coaching the companies and like when we coached together before, I mean, that was.

I know we talked about this, you know, years ago.

It's like, this is your house.

You.

We got to do that intro first, all those things.

But, you know, there.

I firmly believe a company that's doing things right, other companies are having slow years because my idea of a good.

Of good competition is their doors are closed right there.

We exist and we take care of people at the highest possible level.

There's no reason they should go with anyone else.

So I'm not surprised other companies are having bad years because we are here serving at the highest possible level.

And so I feel bad for you, son, but it's time to level up, you know, basically is kind of is my philosophy.

And I know that's, I know that's yours as well.

It's like when you serve to the highest level.

Man, I, I wish I could help the other companies, but why don't y' all just come work, work with us?

Because we have more business that we know what to do with.

Because your clients come to us.

Us.

Because we take.

Yeah, right.

We just take care of them better.

So there's a reason they should go anywhere else.

Yep, absolutely.

That's.

And for me, I'm like, that's.

I believe it.

Like, I'm.

I believe I'm the best.

And I'm again, humbly.

But everybody, I don't care who you are.

I don't care if you're a service tech, if you're a helper, if you're a lead installer.

You should all think you're the best.

Like you or you should at least be striving to be better.

Like, I sit in front of you today, the best version of myself that I could have even ever imagined in my wildest dreams.

And what do you think I did?

Did I get complacent?

Did I, you know, am I staying stuck in a rut?

Hell no.

I'm pushing for more.

Like, I'm asking, like, what's next?

Like, oh, there's something more.

I want more, you know, I want, I want to do more, I want to be more.

I want to impact more people, you know.

And another great quote from Wesley Perrine.

He was a gentleman that came in that Jonathan had brought in.

He said this quote and it just really stuck with me because a lot of people will get in the habit of chasing money.

And he said, never chase money, chase excellence, and then money will chase you.

And I live, I live by that, you know, like, I just wake up every day and like Ricky Bobby said, I'm trying to do that, man.

I'm trying to piss it, you know?

Yeah, you're either first or your last, dude.

Amen.

You're either first or your last.

And damn, I ain't gonna be last, you know, 100 today.

I am with you.

Yeah, I am with you.

It's, it, it's so apparent in the way that your, your belief system works and the way that, you know, you're.

For everybody listening, you know, Kevin is not well.

Three years in sales, he's not a three year success.

He's a over a 20 year overnight success.

He put the work in ahead of time, you know, he learned the trade, he mastered the trade.

And then when he started working on his mindset, everything started to change.

You know that when I'm, when I'm.

Especially when I'm doing site visits or, or, you know, one on one coachings online and stuff.

Yeah, we learn a lot of sales principles.

But the biggest, the biggest lessons that I help people overcome is the story they tell themselves of why they can't do it.

Yeah.

And the minute that mindset starts to change and we do that by what exactly?

What you said, you know, reading, listening, studying successful people, what are they doing?

That success leaves clues.

What can I model?

You know, if I'm, if I meet you and I want to know what your day looks like so I can do the same thing that's, that's putting in the work to become like a successful person that, you know that, that you want to be like.

And, you know, it's, it's constantly moving forward.

You wouldn't.

The more, you know, the more you realize that, man, we're just barely getting started, right?

Yeah.

Just serve yourself, man.

Like, I.

Another big commitment that I made to myself is like, if I, if I am on the road, like, it's only drive time university, that's it.

Like, I don't listen.

I listen to music.

But after I've finished my last call, like Monday through Friday or so I work Saturdays, I do work Sundays.

Is.

I don't care what day it is, I don't care what time it is.

If I need to go somewhere, I'll go.

If I need to answer a call, I will.

But a commitment that I made to myself that I, I don't think, I know it's made a huge difference is just the fact that every single day I'm putting something in my mind that's either going to help me make more money, help me serve people better, help me be a better husband, a better listener, a better communicator.

Right.

Because communication is literally one of the pivotal building blocks of making a sale.

If you can't communicate, then, you know, you need to learn how to do that before.

Absolutely.

But I, I listen to things that serve me because I don't know why, you know, I, I just, I, I think it does wonders for me.

So I do it.

You know, I just, I check out, man, when I hop in that van, it's almost like.

And then when I go into homes, like, I check out mentally, I check in spiritually, and I just go into the zone.

I stay present.

I treat people how I would want Them to treat me, you know, I'm super friendly, easy to talk to, just super positive.

And then.

Yeah, I just.

I do what I think is gonna make a difference in my life to help me make a difference in other people's lives.

Ah, love it.

Gotta put your own oxygen mask on before you can take care of anybody else.

Exactly.

Yeah.

That's good.

So.

Well, man, it is time to land this plane.

I am so grateful you're on the show today.

And so fun how the universe just circles things back around in.

In the perfect timing, in fact.

Yeah.

And so this is.

It's been a great episode.

How can I'm sure that you guys are probably always hiring quality people or.

Yeah.

At the same time, just, you know, are you open to people reaching out to just, you know, have a conversation with you and just to connect?

Absolutely, man.

That's.

That's why I do what I do.

So, you know, you can.

How can I get in touch with you?

Okay, you can find me on Facebook.

My name is Kevin Polito.

I don't know how to really direct that, but I'm in.

I'm in this.

I'm in your group.

You know, I'm sure when.

When you post this up, maybe we can tag me in there and everybody, please send me a friend request.

Send me a message.

My.

I'll even.

Here's my.

This is my cell phone number.

Personal cell phone number.

It's 978-888-1885.

I'm happy to talk to anybody again.

If you're going through some like, give me a call.

I've been there.

I've been at the depths if you.

If anybody wants more insight into exactly, you know, where I was at and how I climbed out of it.

It.

I'd love to try to help you do that, but, yeah, even if you're just sales related questions, or even if you just want to, you know, chat it up and.

And talk to a guy from the Boston area and make fun of that, just go ahead.

Love it, man.

Yeah, probably.

So, all you listeners, the easiest way to probably find Kevin is go join the Face the Close It Now Facebook group.

Yeah, he.

He is definitely in there.

If you.

If you just search.

Facebook's algorithms are funny.

Sometimes if you search for exactly the person you're looking for, you might not find them if you don't have similar circles.

So go join the Close It Now Facebook group.

And he is a big presence in there.

Well, this, this podcast will be posted in there.

And just come, come look for him there.

And we'll get you connected.

Or you can just email me sam@closeitnow.net and one big request, everybody.

I realized that I've never really asked for reviews before and, and because of that, I have a very, very low number of reviews, especially on the Apple podcast.

Apple Podcasts.

So if you've ever gotten value from my podcast, hop on there and leave me a five star review.

I'd really appreciate it.

That will help out things a lot.

And otherwise, everybody.

Yeah.

So thanks for listening.

Thanks for joining us today, Kevin.

And yeah, any last quick words before we end with the way we always do?

No, just thank you, Sam.

And I really commend you for all the work that you do in our field to, you know, share this knowledge.

I think, you know, folks like you are, are really the difference makers in the trade.

And like I said, you know, dealing with you as my first training and then doing this again, I hope we can, you know, I hope we can do another one.

And I, I really hope to meet you in person.

But I really do do appreciate all your work that you've done in our trades to.

To really, like I said, share your abundance of knowledge that you've been able to gain.

So thank you, Sam and I wish you all the best, man.

I hope you go all the way to the moon.

I appreciate it, man.

Same.

Same to you as well.

You know, it's.

It's just years of doing exactly what you're doing right now and striving to give more value than you take.

And that, that's really been my life, my life philosophy for decades now.

And so, yeah, man, I appreciate you being on everybody out there.

Yeah.

I hope you got something really valuable.

This is probably one of the heaviest episodes I've ever recorded and I am grateful for it because it was time to really start diving into some deeper things that will help complete you as an individual and as a person.

Sales is not the performance of an hour.

It's the overflow of a life.

And when we start thinking that way, that awareness starts to change everything.

So, yeah, you want, you know how we always end?

You want to do it with me?

Let's do it.

All right, man, let's go.

Three, two, one.

Go.

Save the world one heat stroke at a time.

Cool.

Awesome.

Thanks for listening.

To Close it now with Sam Wakefield.

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