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.

Well, all right.

Welcome back to Close It Now.

Sam Wakefield here.

We've got crazy eyes Tim Brown on the other side of the screen here.

And how's it going, y'?

All?

I'm so excited to have everyone back to the show.

Thank you for listening, everyone.

And welcome back to the Close it Now podcast.

Mr. Tim Brown, if you don't know who he is, a quick intro here.

He is the founder and CEO of Hook Agency, which does, as you know, hopefully you know, if you don't know, well, now you know.

Internet marketing and builds websites, does SEO.

You if it touches digital, they do it.

So of course, I'm sure that's a horrible explanation of everything.

I'll say.

This is Google, Google Ads, search engine optimization and websites.

Actually, we're pretty tight on just those three services.

Perfect.

I am so excited for you to get to know us more this next January 24th, which is Friday.

Tim, why don't you tell us about the event coming up that I happen to be speaking at?

You're.

Yes, Sam is going to be speaking there and a number of other like well respected coaches like Jason Walker, Joe Carera, as well as some just killer business owners like Katherine Howard and then sales reps that are making over $10 million that are.

They're selling over $10 million of H vac a year, which is one is.

It translates to a personal income of over seven figures a year, which is.

Wild if you think about it.

But these people are not poor, so come see why and come learn.

And we are also talking on this show a little bit about social media and selling.

Right.

So how can we sell more on social.

And I wanted to kick this off just with a recap of a weird movie from 2000, a romantic comedy called the Dao of Steve.

It's actually kind of it's kind of a pickup movie.

It's like how to pick up chicks kind of vibe.

And it's actually pretty good.

It's kind of a fun one.

But he has three weird principles.

And he's like a kind of a not that cute of a guy, but he keeps on picking up hot chicks.

And his friend is like, why?

And he gives these three tips.

He says, one, and I'm going to apply them to how to get business on social media.

One, be desireless.

Avoid expressing over desire.

Two, be excellent.

Engage in activities that showcase your skills and passions.

And three, be gone after demonstrating your excellence.

Create some distance.

And it's kind of funny.

It does remind me, like, I think that all sunny in Philadelphia.

It's always sunny in Philadelphia.

He makes fun of this.

And it like talks about, like, get out of there, you know?

Right.

But the reason this relates is because, okay, be desireless.

We were talking about how you have to connect with people.

You have to.

You have to like, friend request people.

You have to follow people to.

To get them to engage with.

You have to actually be building the audience.

You can't just be shouting out.

And to avoid.

We have to get people in our ideal customer list or the types of people that would be ideal customers and to get them to follow us.

But we can't be just sitting there.

Like, people talk about digital door knocking, which I just.

I think that's a little.

That's just spamming people.

Okay.

They're talking about spamming people.

Done improperly.

It is.

We're not.

I'm not talking about that.

I'm talking about getting.

Just connecting with people and not appearing eager or desperate.

Especially, like, right when you connect with somebody.

Because I think that that can feel desperate.

So that's what I'm by one, be desireless.

I'm relating that to be excellent.

Create content on your channel that is attractive.

Right.

That, like, I'm being useful, I'm being entertaining, and I'm being engaging.

So useful tips, entertaining, funny stuff or however you know how to be entertaining.

Sometimes it's cute, sometimes it's whatever.

And then engaging questions, things that actually matter to that audience.

Ask questions, comment back, comment on their stuff.

Engage, engage, engage.

Right?

And then the three number.

The number three be gone.

I would say that one probably more relates to if they.

Because interestingly enough, for a while there and I.

It goes in and out.

But I. I've been in periods of time where it's literally like, I'm getting a lead a day from my Facebook absolutely And it's kind of wild.

Like, I, it's.

It's definitely kind of blown my mind at certain points.

I would say be gone relates more to, for instance, I'm very selective with our customers.

And that idea of being selective and kind of, hey, we're trying to make sure this is the right fit.

And not everyone is the right fit.

Just like you want to vet us, we want to make sure you know that type of thing.

And that's actually true for us, and it should be actually true for you.

You should have criteria of what makes sense for a customer.

Even if you're just vetting them from like, sales qualified or like marketing qualified lead to sales qualified lead, there should be criteria.

Right.

And if there's, they don't fit.

So that would be the be gone thing is I would just say instead of be gone, be selective.

I love that when they, when they talk to you, because now they're knocking on your door.

That's what I really want.

I want them to knock on my door.

Right.

Because then I can be selective to them.

Exactly.

I love this so much too, because, you know, while I'm.

You're going through this and we talked a little bit before the episode, it just dawned on me that I have proven this in four different industries now, this method, for over a decade at this point.

And so for everybody listening, I'm.

I'm going to give you some, some scripting and some just best practices for how to have those conversations and how to not come across spammy, how to not come across in anything other than authentic, which is what we're after.

True.

And I might be a little, like, I might be a little shy.

I might be the shy version of Sam on this, because I'm, I really want them to ask me.

I sometimes I post things that, like, try to get them to ask me.

Right.

And then other times I post things where I'm going to give something to them.

Like, for instance, I'm making something about, like, the ideal marketing plan for 2025.

I'm gonna do my best to get people into the DMS to me.

They're gonna comment below, and then I'm gonna send them this thing and then we've opened up this conversation and then from there, wherever it goes, it goes.

But it's like the idea is we want to open up these.

Like, I've opened up thousands of conversations that way, usually by providing value 100%.

And I, I want to emphasize that a little bit is our mindset has to be really following kind of the.

The number three item there.

Of the be gone or be elusive or the scarcity, you know, create.

How would.

How we create scarcity?

Our mindset with this has to be, we're making friends, we're creating relationships, and with zero expectation in the conversation, we have to give value and help and serve.

And when that does.

When we have provided enough value and this actually goes back, there's a whole book and a whole conversation about the emotional bank account.

When we invest into someone's emotional bank account, we're adding value.

Adding value.

Adding value.

That also sets us up as the expert in whatever that is that we're adding value in.

When they do need that service, who in the world do you think they're going to ask first?

But the person that's been helping them and adding value along the way.

So that's my hot take on that is we just have to not have expectations.

Right.

And if we have expectations, that's when we all of a sudden feel like the guy at the bar that's trying to buy a drink for every girl that they avoid, but the guy that sits in the corner and doesn't pay any attention to anybody, that's the one they flock to.

Right.

But there's another thing there, too, is like, I like the dating analogies or the whatever, pickup analogies, too, because I think there's also.

It's okay to have criteria, when you see somebody that fits that criteria, to go for it.

Yeah.

You know what I mean?

Like, absolutely.

That's like.

Because I've done that a little bit.

And it's also like, there's times.

There's time and a place, and if you go to them, like, I just want to be around people like you.

Like.

And that's, you know, with a girl.

I don't.

I'm.

I can't follow that analogy that closely because I am a little dust.

I'm a little rusty on all that.

Two old married guys trying to talk about dating.

Yeah.

Yeah.

Back in my day, I got rejected a lot because I attempted a lot, and there's a time and place to attempt.

Right.

Um, and I was successful a lot.

Rejected a lot and successful a lot.

Sometimes that goes hand in hand.

Right.

And so when you see somebody, it's like getting around them and then.

And there's different ways to get around them.

Right.

Like, I think social is best one when it's run from your personal profile.

Like, if you're also using personal profiles to put out content, not just the company profile, because that is algorithmically Stunted.

And you can see the people out there right now that are doing this for their home.

Service businesses are having a much better time that they utilize their personal profiles in addition to the company profiles.

And part of the reason that we all want to watch is because it's not just the company stuff, it's their human lives.

And their human lives are interesting to us.

And you know, they're being intentional.

They're trying to put their cute kids out there, they're trying to look cute themselves out there, they're trying to do different things.

But then guess what?

That stuff works.

All of that works.

And there's a time and a place where you get around them either like in physical.

In my case it's B2B.

But I'm like getting around them through physical events.

I'm getting around them with content.

I'm having them on our show.

Our ideal type of customer.

Because guess what?

God, I hate.

I can't stop with these stupid pickup analogies.

But if you had, if you went to a bar and you had two girls with you that are cute and you're.

You're more likely to interact with people like them.

And I think that there's like a real effect like that with you getting around your ideal customers.

And I think that.

So that's my mindset.

I don't know how exactly that might apply to home service businesses, but I think one way that it applies is that you need to showcase your current existing ideal customers through testimonials and videos.

This shouldn't just be you guys talking at the homeowner, right?

It should be you guys putting a camera on somebody that's very happy at that moment.

And it's.

There is this some.

This is somewhat bold move because I don't think it should always be like the super polished, no video crew showing up to their house.

But even if you just do this, you know, like I went, I did.

I did a video with the Hobayaka team down in.

Where is it?

In Arizona.

And they're really good.

Family oriented business.

Super well.

I feel like their training systems are great.

And I just asked the homer.

I'm like, by the way, I'm just doing Mr. Rogers neighborhood for home service business today.

But how was your experience?

I like had the phone down, right?

But I'm like, if I can film.

And he's like, he's, yeah, yeah, go for it.

You know, And I'm just pull it up.

You know, that's a two person team job.

Like if there's two people there could be one guy who's kind of receiving the praise.

How do you, how was the experience with them?

You know, and then there's a guy with this phone up, you know and it's not that crazy hard and it doesn't have like those more like candid ones I think are so much more effective than the like super polished testimonial videos.

And so that's one way where like showing other ideal customers that are happy.

Right.

Like more and more like all of our marketing should be around that.

It's just harder to do.

Right.

It's harder to do.

So that's one, only one piece.

There's actually you mentioned you don't know exactly how it applies to home services.

Well, I do, so I'm glad you asked.

So one of the very best ways that I found over the years to engagement.

So it's a several step process but one, the person I a hundred percent can, could not emphasize enough the power of your personal page for this because of the way that the Facebook algorithm works.

And yes, there's Instagram, yes, there's all these others.

The demographic of people who live on Facebook are the people who are buying from you right now.

The demographic in Instagram is much younger.

The average income is much less, average age is lower, all those things.

So we're, we're target.

First of all, we're targeting our demographic for the people who are currently using our services, which is step one.

Step two is be friends in the community network yourself.

And more importantly, I love, love, love, love, love.

I cannot emphasize this enough.

The power of a Facebook Live.

A Facebook Live is everything because what happens is one, you mark it as never delete.

Two, every time you go live, you tag a handful of people that you know that you know.

Maybe you have a handful of friends that you know you want to get into their friend groups, check it out with them ahead of time.

Say hey Tim, do you mind if I tag you in a few videos?

I think you would really enjoy the content and also your friends would enjoy the content.

So what happens is we go live, we tag four or five friends.

Well, Facebook highly prioritizes a Facebook Live and they're going to push that out at a higher rate to those people's friends in their friend group.

Then what happens when we go live is market is never delete.

So we're going to educate, educate, educate.

It's not a sales call, it's not a call to action.

We're going to be the expert educator.

And once this happens long enough over time I can.

I can literally take people back into my Facebook.

If people want to go back into the Sam Wakefield Facebook, you can go back and see my.

My evolution.

So I would just go Facebook live in front of a house.

Hey, I just want to take a quick minute and show you guys what's going on.

See our crew behind us at this house.

Here's the problem they had and here's how we solved it.

That's it.

Benefit focused.

So if you got a house like this, think about it, there are solutions for it, and that's it.

But then what happens is as you do video after video of after video, educating on one little thing each time.

What began to happen is every single time I posted a video like that, I would have.

Somebody would go through and all of a sudden they're watching all of the older videos because now you have a library that you've built out.

And every single time, somebody would go heart, heart, heart, heart, heart on the videos they're watching.

And I would be.

Whoever I was with.

I literally told him, I said, watch.

This person is going to message me today and say, hey, will you take a look at my house and see if it will fit here every single time it happened.

I've sold millions of dollars in H vac and solar projects over the years and tons and tons of coaching doing, literally doing the same thing.

I do Facebook lives all the time.

It attracts people to you.

So that's my hot take on how to.

As a home service provider, how to do it.

It's just.

It's just literally educating people.

And when you become the expert, people come to you to ask questions just like you've done with digital marketing and for exactly what you do with Hook Agency.

I mean, for everybody listening, they've watched this happen across this last year.

The way that you entered the industry.

Yeah, I kind of.

I like, think of it as like a blitz.

And I think some people should, like, it's kind of.

It's usually a little harder than you think, but it can be better than you think if you do it hard.

Right.

And I think that that's like.

I think people think they're gonna dabble right.

Their way to, like, some leads on social and like, maybe.

But I feel like it's.

If you go really hard, those are the people that really win.

Yeah.

And it is work.

It is work.

The reason it might be worth it for a few of you.

I think there's like, let's say there's a hundred people that listen to this and like, a few Take massive action on it.

The few.

Like, if you take massive action on it, I think the reason it would be okay and good because it is a lot of work, it would be good for you is that there's times where if you're like me, you're kind of sitting around and you got your phone in your hand and you can do some of this when you're not on a call, when you're not in the middle of the work day, but you're hanging out, you're watching TV or you're chilling, and you can do some of this and it's just as good.

So what I like about this is I can do this in the pockets and in the.

I don't.

You, I don't sit there and like, schedule posts for like the middle of Tuesday, you know.

Right.

I just post on Saturday when I think of something, you know, and I, I think that.

So even though it is a lot of work, it's kind of, it's work that kind of fits into the crevices of your life.

And you can you.

If you could do this and make a couple more leads happen a week, that's where, like, if you're that person, where that would make a meaningful difference in your income, that's where this is really, really worth it.

Oh, 100%.

And the time.

And I'll tell everybody, if you say you don't have time to do this, I would say look at the apps on your phone.

If you have a single game on your phone, you have time to do this.

And it doesn't take very much.

It sounds like you're making excuses as to why you're not doing it, but.

The main thing is having excuses up front.

Yeah, I want to give them.

I want to, like, bring these objections up because I know there's somebody listening to this that has them in their head.

And I want to, like, I want to surface them just like I like to do it with my social media content.

I like to like the surface all those blackheads of objections.

I want to see it all.

I want to see it all because.

Well, a problem well defined is half solved.

Right.

And so as soon as we know what the objections are, we can handle them.

So that's.

The first one is, you know, is.

Which is that I don't have time.

And.

But you're right, it's pockets of time.

Right.

What's another objection people would have to.

To starting this process?

I think they're, they're, they're obsessed with their personal freedom on their.

So the personal profiles, like we're, we're on election day right now.

And no offense, like, yeah.

Hey, hello, it's Super Tuesday.

Welcome everyone, to this episode.

You will not hear our personal opinion about politics other than it's my show.

I get to say if you didn't vote, go vote.

That's all.

And my thing is, is like, I understand that that's a luxury and it's nice, it's a nice to have though.

It's not like something that you have to do and go get a burner Twitter profile like the rest of us or whatever, you know.

Right.

No, but at the point, the point is, is like if you do get more involved in the community, there certainly is like, you don't want to be hammering people over the head.

I'm not saying never to share your opinions.

I personally don't.

But like, I, I, my main thing is like, don't be hammering everyone over the head with it because no one likes somebody that's like heavy handed.

And the problem is, is like that 50 people are going to agree with you and 20 people are going to comment, but like 50 other people are going to disagree with you and they're gonna note that they don't want to work with you because that's the today, unfortunately.

Yeah.

100.

So polarizing.

So the kind of the, the point on that is like the objection is I want complete freedom on my personal profile to say whatever the I want.

Which respect.

I get it.

I totally get it.

And I'm not trying to say that I'm gonna fully resolve that for you, but it's really a matter.

It's like actually what's a choice?

Right?

There's a sales coach.

I don't necessarily love them, but I saw his video recently that did.

It was good.

And it was about hair being long or like tattoos.

And like he was essentially talking about how like, or his beard or something is like excited.

It was the beard.

I saw that one.

Okay, you saw that.

So I'm not gonna say who it is, but I'm just gonna say the idea.

I challenge it because I have a beard.

But you know, okay, but he's talking about not unkempt.

Right?

Like, right.

And the idea is like, if you don't look neat, if you're not neat in your appearance, like looking professional.

And that's different things.

Like, I know guys that have neck tattoos that still make themselves look somewhat professional.

But the point is, is how it could be expensive if you want to be however you want to be in, in Like a very, like, I've got like, let's say a crazy beard or a guy with super long hair that looks greasy or like you're just always.

You got tattoos all over your hands and face or something.

Like, there's certain things that it's just a little bit of an expensive move.

It's not like, don't do it.

Yeah.

It's like, it's a little bit.

And that, you know, and you can disagree with that one.

I certainly think it is a hot take.

It's.

It's just 100 on board with that, you know, for years.

And I've got tattoos, I've visible tattoos.

You know, I have all the things I have.

My hair used to be long, but I decided that if out of every, you know, 20, 30, 40 people I see and I have earrings, you know, for everybody that's never seen me, I've.

I have earrings that I wear all the time, except for when I'm doing in person sales trainings and when I'm doing appointments.

Just like cologne is one of them, right?

My mom is horribly allergic to scents and smells and things.

So I learned from her.

And I've watched salespeople come to our house, and she turns them right around and kicks them out the door.

That's crazy, because she couldn't stand to have smell their little bit of cologne.

So I instantly stopped wearing cologne.

I'm like, if.

If it's wearing earrings, whatever it is, if out of 50 people, I don't make one sell and it costs me a thousand dollars, two thousand, three thousand dollars because my ego's too big to take my earrings out for a sales appointment or to not wear cologne.

Shame on me, right?

I take personal responsibility for that.

That's the only way people become very top performers is setting their ego aside and actually doing the things it takes and doing what top performers do.

So you do whatever you want, but if you want to be a top performer, these are some of the things you do to get there.

And so I just categorize this under.

That is because you will hold you back.

Like, literally, if you're posting very intense things about politics, like, there will 100 be somebody who takes offense, and you will not get that person as a customer.

If you care.

That's the question.

Right?

And even though I want to post stuff sometimes, you know what I mean?

Like, like it does.

There's drawbacks, right?

And I think that's one more objection.

Another objection would be here's.

I'll go.

I was gonna say here's one.

This is one that I hear all the time is, well, I don't want them to.

I don't like my voice and I don't want them to see me on camera.

You know what?

No one does.

And right at the beginning of like doing a lot of this video stuff, I cringed a lot.

And I still do.

Sometimes I see my out there, I'm like, you know, Jack, my video guy over here puts it out and I'm like, God, I don't look quite right or I don't like the way I came off there or something like that.

But the good news is you don't have to be perfect and no one really cares.

Honestly, something that was really helpful to me is realizing no one cares.

Yeah.

Like we, we rub each other's backs and we're like, hey Sam, you're doing great on social.

And you're like, Tim, you really took over H VAC social or something this last year.

Great.

But at the same time no one cares.

And that's true.

Like no one really cares about your.

They like, they only care as it pertains to them.

Right.

And you're literally knew how little they really thought about us.

Right.

Just a little brand impression and your name and then your smile and then maybe something a little different about your company or like, here's a tip.

But that's it.

It's just barely there because we're all self obsessed and we're all thinking about ourselves all the time.

So if you knew how little they cared, you wouldn't like.

Because I think when we were like in that mode, like, oh God, it's cringy.

I just don't want to.

It's like you think they care a lot about you.

They don't.

The other thing I always said of that is like, well, it's the exact same thing that they see in here when you walk into their house.

Yeah.

So what's the difference?

So that, so that, that's a great example.

Like this could be great practice that will help you improve your intonation and your body language and your, and your energy.

Because I think that I'm also very conscious of when I'm low energy and on video and it's like that's how you're showing up in people's homes.

And I understand if you are that guy.

That's.

If you're a tech, okay.

And you are a badass tech and you, you install and you fix and you, your job is anchored forever.

Great.

Like you're not a. I want.

You don't need to technically learn any of this.

You're going to be fine.

You're just gonna make a few extra 20ks less, you know what I mean?

Like, like 50 or.

Yeah, like 100.

Like you just might.

Who cares about 60k because you're a bad communicator, you know what I mean?

Like who cares about.

I mean I don't care.

I mean I'm just to kind of made an example of this.

I did my biggest year on Social is when I was in the solar space for a couple years there and I did about, let's see, I did 14 direct, 14 projects directly from leads that people that had found me.

Not from my warm market, from friends of friends, from this process that I'm talking about and on average we'll call it.

So I did about half a million dollars in sales in one year strictly from this very thing.

Incredible.

It's insane, right?

It's literally people and it's the easiest sale you could ever make because they're reaching out to you.

You're already set yourself as up as the expert and like what you show up at their house and like what do we need to do here?

Yeah, exactly.

It's so funny because I don't think I'm that good of a, like I, I, I do think I am now but like I definitely sold a lot the first couple years of my business just because I, I created so I tried to create so much trust and like with content and like other ways and get the warmest leads possible as I was trying to get the warmest leads possible because I actually, yeah, like that's, that's where you're kind of missing out.

Like if you don't do this like at the end of the day you're missing out because these are really warm leads we love.

Part of this is man, once you, once you get this process down a little bit and, and the other part that I really, really really want to emphasize is you.

This does not replace the power of meeting people in person.

The more that you marry this with in person networking in your area and then you're connecting with like minded people, you know, through BNI groups or chamber of commerce or whatever networking events that you find and you start friending those people on your social media and then that's where the power really starts to happen because now you're friending people in circles that you want to be in and then by extension that carries over into the digital world and those two start to really coexist together.

You can't have.

You can be okay with one without the other, but when you start to marry the two, that's when it's way more than addition.

It turns into duplication at that point.

Agreed.

And marketing for referrals is like, the thing I hammer the absolute most on these things is like, like you're saying when you're tagging people and you're.

You're duplicating and people like, I'm about to make a post.

Sam, Sam, you should refer us so I can put you at the top of this list.

I. I do it every month, though you've probably seen your name on there before.

Because I always, like, tag everyone that referred us in the last month.

And I like, thank everyone.

I also like.

It's a gratefulness attitude.

Gratefulness attitude.

And here's exactly who referred us.

And we love you.

Thank you, thank you, thank you, thank you.

Because our business survives on this.

Yeah.

In fact, we're going to do this real life right now, in real time and take a. Oh, I can't do that.

Let's do it this other direction.

We'll screenshot this.

We'll figure out a way to do it.

I'm going to get a picture of us doing this live, and we're going to do this real time.

Boom.

There we go.

Yeah.

And so the cool part about that is for everybody, the picture I just took, you'll see on my social media.

And I'm going to tab tag Tim and I'm going to tag Hook Agency, and I'm going to tag a handful of other people and see if this doesn't come up in your feed somewhere.

Not directly, indirectly, because we're.

I'm just.

I like to prove things to people.

Yeah.

And another dude, you're talking about being in person, everything we do is anchored in person.

It's the hard stuff.

Right.

And for us, it's events at industry events.

For you, it could be home shows.

For you, it could be bni.

Like you're saying Chamber of Commerce, any groups.

But get out there, get in person and make content with people and do things like.

But yeah, everything with social media that is also in person is always way better.

And it's crazy how sometimes people are so much more familiar with you with your content.

That's one reason.

That's one way you'll know it's working.

Right.

Is when people come up to you like they're familiar with you.

Yeah.

Like, oh, I know you and I, hey, oh, it's your, your wife or, you know, whoever you Know it.

Because those things, those really, like, it shows you that it's happening.

Like, more is happening than you realize.

You're like, I didn't.

I didn't even see that.

I don't.

That guy didn't even like any of my stuff.

He didn't comment.

Right.

Just because people didn't like or comment does not mean that, like, hundreds of people are not seeing your post.

You can have 20 people like and comment something and hundreds of people could have seen.

Absolutely.

And that's one thing, too, for everybody.

If you.

If you challenge, if you should choose to accept it, of going Facebook live, know this.

10% of people, maybe 10% of people watch live.

So if you're not seeing a bunch of crazy numbers on the live broadcast, know that 90% of views are done on replay.

So it's okay.

Don't let.

If you get 0 likes, 0 comments.

I do lives all the time.

That was 0 people show up for.

But then those turn out to be some of the best trainings I've done and some of the best conversations out of those, too.

That's amazing.

And I have another principle.

There's.

A year ago, by the way.

I have.

There's.

I have two Facebook profiles.

I have Tim Brown and Tim Hook, which.

Tim Hook is my H vac one, which forever.

I thought Hook was your last name.

Yeah, yeah, yeah.

Until I actually came across the Brown part of it.

Yeah.

And everyone.

Some people give me for it.

But that's fine.

I.

Part of the reason.

One thing that happened a year and a half ago was Facebook stunted my profile.

And I. I think I shared a meme that was a little too edgy or something like that.

It was like, oh, it was a roofing meme or something.

And I just.

Anyways, but it was a little.

It had a gun in it or something.

And it was this stupid.

And so they literally, like, devalued everything.

And I was getting like, crazy numbers.

And you think that this is the start of the conversation about the other profile, but it's not.

It was actually.

It gave me a second to say, this is a limitation that I'm.

I'm being stunted in this way.

What would I have to do?

And this is.

My mindset always is like, what would I have to do that by doing it?

This will.

It'll make it that this was a really good thing, that this happened.

What massive action could I take that would make the fact that this happened a really good thing?

Right.

Then when something hits me like that, I try to Ask that question.

And what I decided is I said I'm going to try to get in as many other people's feeds who are not algorithmically stunted as I possibly can, up to and including gifting the out of people.

I'm glad you said that actually because for very, very specifically, I am using my white Close it now Stanley cup that was sent to me from you last time we did this podcast episode.

So that's what's in my cup today.

Everybody is this really kick ass branded close it now Stanley cup that Tim sent me.

And from that point forward we've kept a relationship.

Yeah.

And I, so I went hard on that for a little while.

Like in particular, like I, I was like, we did a bunch of stuff, like really intense stuff.

Like we came up with our own cologne that was called like Hook or what was it.

For everybody.

Listen, this is, these are all killer ideas that you can take and apply to your business.

And you don't have to be the business owner to do this.

I want to emphasize that all of you reps out there, why don't you have your own website that you have your own reviews on that you can have a QR code and all of your homeowners, your QR code goes to everybody you meet.

Why don't you have that, why don't you personally gift people?

If you know you get paid a couple extra percentage points on every single self gen you make, why don't you use those couple extra percentage point dollars to buy gifts and buy your own damn leads.

Get with, find somebody like Tim or somewhere that sells H vac leads and buy your own leads.

The top performers I know in the industry, I'll do that.

So in that case we sent, we actually sent out 40 bottles in our, our case.

I don't know how this applies, but you'll tell me how it applies.

But we sent out like 40 bottles of cologne called Smells like More Leads and we got it to all like, like influential people in the market.

And I use that very like loosely.

Like no one's actually influencers in H vac or plumbing or roofing.

Like no one's.

But they kind of are and they matter because they have a ton of relationships.

So we, and I mean like they matter in general, but the point is like we got it to them and we actually asked in that case and we did this.

We've done this many different ways.

And plus we like gift people just for fun and have fun.

Like we give people like they're branded onesies for their babies.

And stuff like that.

We do tons of stuff like that and we have fun.

They the ladies have fun on my team and they like we need to.

Connect with who you're getting all this stuff from because I really want to do some of that swag.

A lot of times it's just, what is it?

Etsy.

So a lot of times it's just custom weird stuff on Etsy.

The best stuff is kind of the one off stuff.

Yeah.

But in that original case, we literally send out the cologne and we asked, we said call for models.

We're like, we need some models for our cologne to hook more to smells, like more leads.

And then we sent it out and we asked people to take pictures and we did like, I did like this like wax stamp on it and everything.

It was cute.

It was cute.

So like it's like the principle from my point of view is like, figure out who are your connectors and like just hype them up, love on them, like, and be cool.

Because there are probably 40 and I'm trying to apply this to local market, but there's probably 40 people that know like everybody, right?

Like those, those 40 people in your market.

Like sometimes it's realtors, sometimes it's, you know, other home service business owners.

Sometimes it's like just people that are really involved in community organizations and you do things that are kind of unscalable, you know, conversation.

I feel like this podcast turned into all of the creative ways to differentiate yourself in the market and be completely outside the box, which is what I'm all about.

In fact, you made me think of two other things that are very important.

One is here's a crazy idea.

Everybody go find somewhere a charity or a non profit, you can volunteer time.

That's a wild idea.

How about we give back to the community.

Don't just give dollars, give your time.

Because what happens with that is people who are growth minded, people who are influencers in your area are probably also involved with that non profit or that charity.

In fact, they probably started the dang thing.

If you don't get a single anything business from it, who cares?

Because it's the right thing to do.

At the same time you're putting yourself around people worth being around that are influencers in your community.

The other thing, and this is, I've known reps that have done this for years.

I've done the same thing.

If you want to, if you know there's a neighborhood that's the perfect neighborhood.

Every house is the huge house.

They all buy from you.

It's literally your perfect demographic.

Then move your gym membership to the gym over there where they work out.

Start grocery shopping at that grocery store.

When you go for a jog, go to their park.

When you take your kids to play, go to their playground.

When you go swimming, go to their swimming pool.

Move as close as you can there.

Put yourself where your key demographic is.

That's the boots on the ground version.

How can we do that digitally, Tim?

Here's the.

Here's the pass.

Yeah.

Oh, I was just, I was actually, I was making sure we're given.

I was asking my wife how much we have given this year.

I love with charity, dude, every chance we get, like, and I'm not saying we're like the biggest giver in the world, but we've got goals around it, right?

Yeah, absolutely.

Same.

I. Dude, cool stuff has come from that.

Like, just like connecting with the right people.

What I like, like, Sam, every time we talk, we have like these like, very oxytocin inducing things.

Like, the oxytocin in the brain is like that, like that chemical that's related to, like, connectedness and charitable things and love.

And it's like other things in marketing that you can use to induce oxytocin are like, cute and.

But everything that brings people together, right?

And so everything you're doing with charity there, if you don't have to promote it, but you can, you can.

I would encourage you to promote it because it's for your people, not just for you.

Like, I want my people to be proud of working at my company.

Right.

So this is more for like the business owner.

You should be sharing those things on social.

You should be intermixing that.

Like you're saying, like, in these neighborhoods, in these groups that it's crazy.

Dude, rich people give.

They do.

Rich people give.

And I. I wish I was a little richer.

So maybe I should just start doing things like the rich people do.

Exactly.

Success leaves clues.

Right?

One thing I train all the time.

And man, this is insane how fast our episodes go.

One thing I train all the time is success leaves clues.

If you adopt the habits of successful people and you do the things that successful people do and wealthy people do, the results will follow.

You can't adopt those habits of success and not have the same results.

You might have some limiting beliefs, but it follows, right?

It's.

It's just how it works.

Absolutely.

And I think, like, last bit about this charitable thing because I really like it and God, I like, I almost want to share an example.

Like, we did A.

We did an event where we raised.

We had like a contest between our baby and a $18 million sales guy.

And.

Have I told you the story?

No, no, no.

Definitely share it to the audience.

The.

There.

We had a trade show and this.

Instead of promoting our services, we decided to just do something that's like, more community oriented.

Even though we paid 8k for the booth or whatever, you know, we just decided to raise money for charity instead of selling.

And because we know that this oxytocin thing, you know what I mean?

Like, we're associated with.

We're trying to be associated with positive, positive stuff in the industry.

So it was for roofers and recovery event.

And we gave.

We ended up with everyone else's help giving $14,000.

Wow.

And.

And honestly, dude, I don't know.

Like, you should not expect this, but, like, immediately somebody from that.

That was associated with that charity had like.

And I know the money got there because it was like, it was for a, like a retreatment center.

And they like, even put our little, like, message to patients of the treatment center in one of the rooms.

Like, it was like a hook themed room or something.

But one of the guys associated with it, they had a, you know, trip that they were.

They're going to the Cayman Islands.

And a guy decided not to go, but he had already paid for his ticket or whatever.

And so I got to go to this beautiful, like, mansion and scuba dive for the first time and swam like six feet away from a shark.

Wow.

Like, literally away from my.

Maybe it's more like 10ft, but, you know, felt very close.

10.

If you're in the water with a shark, that's pretty close.

Yeah, it was very close.

And I was just learning how to scuba dive, so I would have never had that experience had I not given 14k to this charity.

And it was kind of a cr.

It felt like very serendipitous.

I literally had like, the best experience, like one of the best experiences I've had in the last few years where, like, I was like, this is earlier this year.

God, lots of stuff has happened this year, but there's like, we had like, sound bowls with this person on the beach.

It was just beautiful.

It was a beautiful experience.

And I would have never had that had we not just gone out a limb and helped raise 14k for this charity.

And so, hey, who knows, like, as you're involved, like you said, as you're involved with these bigger things that like, frankly, wealthy people do, you will find yourself around people that are doing interesting Things that kind of expand your mind.

My main reason I said yes to that trip, even though it was like three weeks later, was and I was like, wife, can I take like a week and just go off, like leave our business and our child and just go off on this trip?

And she said, yeah, because I was getting to be around two contractors that I really want to be.

Like, like two 30 millions and 60 million dollar contractors.

So I was like, I want to.

And they're both calm and cool, right?

Like, because I, like there's one thing to make 30 million or to make 60 million in revenue, but there's another thing to be like a cool person, like calm and nice.

And so I just like find more and more ways to be around these people.

That's where success leaves clues.

Like.

And I keep on, I keep on trying because I don't just want money, man.

Oh no, it's, it's right.

It's about making a difference.

I want money and I want to be like a better person and to have a good time and like, like the people I'm around.

I like a lot of things, not just money.

Oh, 100.

I agree with that so much.

And one of the things that I, my heart is showing people how that it doesn't have to be one or the other.

You know, I joined a, I took a course one time.

It was the, and the picture that attracted me and this course was only ran one time, so I know it was for me because there was only a handful of people in it.

But the picture that attracted me was this.

A picture of a convertible Ferrari looking down into the cab of it with the top open, looking down into the seats.

And in the back seat was a fully decked out Ferrari branded car seat.

And the caption on it said, you can have it all.

It doesn't have to be one or the other.

And man, that hit me so hard between the, the, between the eyes, right in my forehead and I was like, because we've always heard if you want to build a crazy, huge, awesome nutso business, well, you better get used to the divorces and losing your kids and, or just being single or if you want this awesome family life, you better get used to mediocre income because it's one or the other.

And I'm so much so here to say that's not true.

You can have it both if we do it intentionally, efficiently and smart and really choose to balance the things.

Sometimes they go out of balance intentionally.

But man, that's, that's a huge mission of mine.

And it so relates to the giving back and all the rest is like, what are we really here for?

If it's.

If it's only internal, then there's.

There's no impact there.

Yeah.

In the office, you know, Creed says, if I can't scuba, what has this all been for?

Yeah.

You know, and I think about that quote a lot, which is like, if we can't do the fun stuff, what has this all been for?

You know what I mean?

We choosing to live work to live, not live to work is a very intentional choice that we have to make and prioritize those.

I fell into the trap for too many years.

And, you know, you call it a trap, but there's also a period of time in our lives where you have to just do unreasonable shit for a while.

I think there's periods, like you're saying, like, there's just periods of time, and I'm like, so grateful that I was unbalanced for a period.

Like, because there's always.

There's always times.

And like, if you're gonna.

Especially if you're going to start a business or if you're in sales and you have like a big push, like for periods, so.

Oh, absolutely.

Don't be mad at yourself if you got that period.

It just means, like, maybe if you're on your 15th year of that period, maybe you should start working some free time in there.

Here's the quick, quick family coaching.

Super quick before we land this plane, which is when you have those periods of time.

Right.

Say it's a three.

A quarter or three month season or something.

We're coming up on summer for everybody out there with families.

You have to have your family board meeting.

In fact, there is a book called the Family board meeting that I highly recommend if you're a family person or want to have a family.

But basically get.

Sit everybody down in your family, get them on board and say, listen, I'm going to be unavailable for this next period of time.

Here's how long I'm going to need your support, Your mom's going to need your support or whatever your situation is.

Let's all band together and what is something that we can work towards as a family that will make it worth it and then establish some sort of goal.

You know, it's like a weekend at the water park or whatever.

And then have your kids hold you accountable.

Tell them if you see me during this period distracted or doing things that it's not moving this family towards our vacation, call me out on it and Give your kids permission to do that and your, your partner permission to do that.

Man.

The power of having that meeting and then the check ins and then when you're, you know, when your 8 year old or 9 year old comes up to you and says, dad, why are you playing that game on your phone?

Phone?

I thought you were supposed to be getting us to the water park.

Talk about this moment of, oh, you're right, I should be doing that, man.

It's insane.

The power of that.

When is this podcast gonna go out, you think?

Friday.

Perfect.

Yeah.

So basically.

So this will drop November 8th.

Oh, perfect.

So just so you guys know, three more weeks to get the discounted tickets on H Vac Champion Summit, and that will be Friday, January 24th.

I will say this, there's only like 24 tickets left.

So basically there's probably a week or two left before these get snatched up.

Because they're getting snatched up in chunks.

Yeah, they are like started talking about.

It on the show and I know a lot of other people are talking about it right now too.

Hey, can I talk about this event for a sec?

Yeah, please.

Okay, so for everybody listening, one, the first thing is you.

The opportunity to get in the same room with Joe Chrisra, Jason Walker, with Tim Brown, with Phil Falanski, with, let's see, Brent Buckley.

Brent.

Brent Buckley.

I think Phil Pulaski and Brent Buckley are the dudes right with me.

But here's the thing, everybody.

And shoot.

What's her name?

Elizabeth.

Catherine Howard.

I think her middle name is Elizabeth.

So it's like Catherine Elizabeth Howard.

Right, right, right.

So Catherine Howard.

So all these people, right, the opportunity to get in that room.

But here's the thing that I don't think anybody has really understood yet and has definitely not been communicated enough, at least to my community, and is there are only 60 tickets.

This is a small event.

Normally if you were to go to, to be able to see that lineup in one place at one time, you'd have to be at a big convention with thousands of people there.

This is different.

And I love the concept of these small micro events because it's the people that actually take the step and make the choice to get there and be in the space.

We'll get something dramatically more impactful and valuable than just going to a big, you know, Pantheon or ACA convention or, you know, anything service world or something like that.

So that, that's what I really want to emphasize, everybody, is there's only 60 tickets, period, end of story, and that's it.

Otherwise you'll have to wait till next time.

There is a sneaky way to get in where there's a.

There is a special ticket for vendor attendees.

And I did that because if.

Because we can't have.

It's a very light sponsored event.

So that's another thing about this event is like it's very little sponsor activity, which is good in certain ways for you guys because it's not going to be jam packed with a bunch of pitches.

Yeah, it's not a pitch fest.

Nobody's trying to sell to you all day long.

Like some of those conventions also do.

Vendor.

So if you wanted to attend as a vendor, it's just right now it's 7:50 till the end of the month.

So there's a couple tickets that way.

I think there's four left.

So very few.

One thing I want to announce kind of or like tell.

Tell your audience about is the panel at the end.

How to sell more in 2025.

That's the theme of the event is how to sell more in 2025.

This is like modern shit.

And so what Sam's preparing is about now.

I think that that's.

There's a little bit of stagnancy that sometimes happens in the training space of like old ideas.

People are buying differently now.

And that was one reason that I brought Catherine in from Lee's.

She was talking about why they have the selling text model and the people don't want fancy right now because it feels like money isn't going as far.

So they want like they're not attracted to the term comfort advisor.

And I.

And you can disagree with that.

But the point is, is like for people that are thinking about how people are buying now.

Right.

And like really thinking about that for 2025 and being intentional with your team about it.

So we have this panel at the very end that's just going to be of sales reps.

So.

And this will be right after Sam.

So it'll be a How to sell more in 2025.

It'll be a panel of sales reps.

So it'll be Brent Buckley.

I think he's 12 million at something like that.

12 million in one year, like everyone.

14 actually.

Okay, 14.

Excuse me?

Well, 14.

I mean, yeah, we're extra two.

Who cares what everybody says?

It's the same thing until you ask the guy that does two what difference his life would make if he did four.

Yeah, exactly.

Which is what we're going to try to help you with.

And the other people on that panel are actually going to there's going to be a good chunk of local.

I, I just wanted it to be.

It's basically the best sales rep from some of the groups that are attending.

So we're, we're having them get on a panel and be part of the event.

And what I really like about.

Oh, I want to, I want to recommend a name for this.

Sorry to cut you off there.

Okay.

Yeah, yeah.

Who do you got?

You, you have to have Jonathan Neves on there.

Okay.

Green energy, mechanical.

He is, in my opinion, personal opinion, one of the best salespeople slash closers in our industry.

Anybody else in there?

Okay.

He just connected with me.

That's really cool.

Jonathan Neves, he's actually hosting.

So let's finish this up and then we'll, we'll talk about something else too.

So I'm just gonna wrap up that idea with like.

So we're gonna have a mixture of like really great sales reps around the country and local reps so that it's not.

I think sometimes people can discount it if it's different parts of the country.

So we're gonna like, make sure to bring it all home with some like Q and A at the end of the thing with an hour or so, maybe it'll be 40 minutes.

40 minutes to an hour of Q and A with just solid reps.

Some of them doing 14, some of them doing four.

Because I know some of you guys would just be really happy to hit four and that's like enormous.

So don't look, you know, we're not, we just bring in those crazy guys to show what's possible.

It's not anything to say like everyone should be doing 14 million.

It's just like.

It is cool though to have a little mix of that and the $4 million guys from the area.

Exactly.

And enormous.

If you ever get to four, you should feel like you conquered the world.

And you know, and honestly, everybody, it's, it's all relative.

So when we really, really think about this, think about where those people are, think about the cost of living, think about the pricing.

So a, you know, a $14 million in Las Vegas or Phoenix or a $20 million in Southern California person, you know, could easily translate to being equal in your cell's capability of a 7, 8, 10 million dollar a guy in mobile, Alabama.

Right.

So it, it's all proportional, but cost of living changes.

It doesn't mean they have this humongous amount of better skill they have.

You don't compare your chapter two to their chapter 20.

Oh yeah, that's the emphasis here is like don't let the.

Don't let this be.

Why could never do that.

Let it be.

What shows you what's possible.

I love that.

God, what a beautiful.

It's always a beautiful episode with you, dude.

I feel like we're blessed in the world with this one.

I'm just gonna let a little, a little ego in and say that I think that it's just a pleasant conversation.

I hope it's pleasant to a few listeners.

100 yeah I hope everybody's listening and go back and listen.

We dropped a ton of ideas.

We were just brainstorming things.

Everything that I said I've done in the past.

I know it works.

So I'm not going to communicate something that is not proven and but man.

So everybody out there get the link to the buy tickets will be in this episode notes and in all of the promotion for this episode when it releases on social media.

You'll see that.

In fact, you'll see the picture I took in that podcast episode promotion that'll accompany it.

And I'd like to take a second right now and plug my own event, which Jonathan Neuse at Green Energy Mechanical is hosting for us in Boston in the end of April, 1st of May.

So everybody who comes to Tim's event at Hook Agency in on January 24th, you will, if you come and see me in person, you will be the only people who will get a discounted ticket to my event, which is going to be a three day sales boot camp summit.

Whatever you want to call it, it's going to be wildly different than anything you've ever experienced in the H Vac training space before.

And I am going to prove it to you.

So we're going to have some, some really insane training.

You're going to leave there with lasting results, not just a quick bump like a lot of trainings.

You go to the sales.

Everybody goes to the sales boot camp and their numbers are good for two, three, four weeks and then kind of fall off.

This is not like that.

People come to our training and get lasting results.

In fact, my one of my trainers, my newest trainer, Stephen Dell, somebody recently called him the Tony Robbins of H Vac training.

And so if you know who that is and what that means, that's exactly the vibe of close it now.

So it's wildly different than anything else you've ever seen.

So there's my quick little plug for our event.

The link will be up very, very soon.

So Hell yeah, I wish I knew.

Dude, you got to come up to the event, bro.

100 invited.

I wish.

I wish I knew how to plug stuff like that.

I don't.

I'm just so.

Like I said, I'm a little softer on the, like, pitching.

And I mean, like, you're not pitching, but you know what I'm saying?

Like, where it's like, I don't know how to do the hard ask in my content.

Sometimes I. I struggle with it.

Well, then maybe you need to.

We have a session and I can help you out with your workflows, with your sales flow.

I appreciate that, man.

Thank you.

Love it.

Well, any parting words or insights, golden nuggets.

You want to drop some for everybody out there before we land this plane?

Sure.

Well, do something that's a little uncomfortable for you this week on your.

On your personal social profile, Ask for referrals and thank people for referrals with a lot of gratefulness and see how it turns out for you.

I think it's a good vibe.

100% agree.

Absolutely.

Thank you for that.

That is.

That really fits the gratitude.

I've been living in gratitude so much lately for everything.

We get to breathe right.

Every day on this side of the grass is better than any day on the other side.

And we just have to take it as it comes and.

And do the best we can with it.

And I love that.

So.

Well, thanks for being on the show again.

I appreciate it.

Everybody get January.

There's not that many tickets left.

Let's sell out this event this week and just know that the ability and.

And it won't be just the event.

So one.

One more quick thing.

I know there's going to be an evening, a couple evening things going on outside of the event.

I.

There's two.

It's too good of networking.

The people.

I really think that the people that don't come to this are gonna have a terrible fomo.

Oh, my God.

It's simply too good.

Like, you could get the price of a ticket for this right now, and then you could go hang out with, like, Catherine Howard and Phil Flasky for dinner.

And I like, they're just offering that up to folks.

Like, I mean, like, the networking is just gonna be really cool and insane.

And it's kind of like you said, it's tight.

So I don't know people that don't come to us.

I feel bad for them, actually.

No joke.

In fact, I want to.

I'm gonna throw this out there.

Also, the.

So Catherine and Phil are hosting a dinner event one night to be able to network with people.

I'm 100% going to be there as well.

I have this idea.

We'll see if it happens, if enough people are interested.

Another night, maybe the night before or whenever it happens.

I want to host kind of a whiteboard hot seat session and really deep dive and do some one on one coaching with attendees as well.

To really have very specific because it's different when you can do generalized from the stage, but to have a session where we can have a handful of people and we will solve one of the problems that you have in your business right now at this session.

So I'm going to.

I'm throwing this out there and if enough people raise their hand, then I'm going to host that as well.

Let's go.

That sounds amazing.

Yeah.

Love it.

So, all right, everybody get the link.

Click the link.

Buy the ticket.

Buy the buy tickets for your whole team.

There's less than 25 left, which means you got to get on it.

Let's sell it out this week because you can't come across this really anywhere else until Tim does it again.

And so.

Yeah, and I probably will never do it again, knowing me, because I just jump onto the next thing.

So this is probably the last time and the only time it'll ever happen, just to be honest.

Love it, love it, love it.

Well, I appreciate you.

Give me the, Give me the nod and put me in coach and I will.

Yeah, I will earn the spot for sure.

And for everybody listening, thank you for.

Thank you for being here.

Make sure to join the Facebook page if you want to know more about Close it now.

Go to samoseitnow.net is my email.

Email me directly or go to closeitnow.net and Tim, what is your company's website?

Hookagency.com and Hook Agency.

All over social.

All over social.

Hook Agency.

Consistency in branding is very important.

So hook agency.com and he can hook you up with some of the best websites and just some of the stuff that I've seen come out of there.

SEO and PPC website SEO, ppc.

Consistent, transparent and like we're in the trenches.

So if you ever see us out there kind of learning from people, trades people and from the best in the industry, that's just representative of the level of dedication that we have where we're in the trenches doing real stuff for your marketing every single day.

We have 30 people here in Minneapolis.

Love it.

Well, thanks for being here.

It's always a good time for everybody else.

Remember, go be someone worth buying from.

You've been listening to the Close it now podcast, our passion is to dive headfirst into the transformative movement that's reshaping the very foundation of H Vac and home improvement, and at the same time covering fitness, nutrition, relationships and personal growth, proving that we can indeed have it all.

We hope you've enjoyed the show.

If you did, make sure to, like, rate and review.

We'll be back soon, but in the meantime, find the website, click closeitnow.net, find us on Instagram at thereal Close it now.

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See you next time.