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.

Hey everybody, welcome back to Close It Now.

Sam Wakefield here.

So this is kind of a different episode.

I want to accomplish two things with this.

One is if you listened to the how to handle the first person in episode a couple weeks ago, you've already heard a little bit of this.

But what happened is I started training this several times to my coaching clients and it evolved.

It evolved into absolutely being able to destroy the three bids.

Objection.

So this is a Facebook Live that I did within the Facebook group.

If you want to get the very first two content, the very first people to see and hear what I'm recording, then join the Facebook group.

Because I do a ton of Facebook lives.

I'm going to be having and have had, but I'm going to have a lot more guest trainers and people teaching and training within the Facebook group.

We're going to cover different content and that's a place you can interact.

There's 1800 people in there that are 100% supportive.

We are all about lifting each other up and getting to the next level.

So that is an amazing place to go in, ask questions, add value, contribute and it's a great community that I absolutely love and I appreciate every single one of my Close it now family every single day.

I appreciate every one of you.

So thank you for listening.

And this is actually I downloaded the video so you're going to hear there's a couple.

I cut out most of the references from the Facebook Live where I'm shouting out some of the members and the cool thing when you join the Facebook group and I do a Facebook Live is you can literally ask questions in real time and we can have a discussion right there on the Facebook Live because I do a lot of free trainings in there.

So it's a great place to go, get some value up level your game.

If you're not every single day working towards getting better, then you are moving backwards There is no plateau.

There is no stationary.

So it's a great place to go.

So this was a video I did in there.

I edited.

Edited out most of the, you know, hey, so and so, hey, shout outs, those kind of things.

But there's still a couple left in there.

Uh, but so this is a real feel of what we do all the time in the Facebook group.

So go, go join the group.

So this is the how to destroy three bids objection.

Training.

It is something I'm actually really proud of.

It's been cultivating in my brain for a long time, but it really came into, you know, being a real thing within this last week.

So you heard it here first at close it.

Now, I pretty sure you haven't heard a training on how to kill three bids like this.

So, yeah, I hope you enjoy it.

Rock and roll.

I can guarantee, I can guarantee not a single one of you have ever heard how to kill the three bids Objection.

Like this.

That's what we're going to talk about tonight.

I'm super stoked.

This is literally something, you know, Every time you train something, you get better and better.

Nathan could attest to this.

Every time you train something, you get better and better and better and better and better at it.

Well, I've handled the three bids and I've trained the three bids objection so many times now that it doesn't one.

It shouldn't come up.

But so what we're going to talk about is there's two different places the three bids objection comes up and they mean different things.

So the three bids objection at the beginning of your appointment means something.

Then three beds at the end.

So we are going to break those apart and I'm going to show you how to navigate what I call the objection tree.

And so depending on how they respond, there's honestly.

And so this is so simple.

When you understand the psychology behind what's going on.

This is why I call it sales uneasy.

When you understand the psychology, it doesn't matter.

I'm not here to teach you.

If they say these words, you say these words.

I'm here to teach you the psychology behind what's going on.

So no matter what they say, you can craft at the perfect response not to, you know, we really don't handle objections head on.

But what we do is we handle them with psychology to help them see the right path.

And that's what we're talking about today.

So somebody drop your favorite emoji in the comments.

If you are with me, if you are ready to get rocking and hear how this is a different way to handle the three bids.

Objection.

So there's two places that the three bids objection comes up.

If you follow the system in the right order.

The closing now system, you should be doing an introduction at the very beginning.

Introduction, introduction, setting the agenda.

And so what's up, Steve Clark?

All right, Got the Italian hands, Stan.

There we go.

All right, I know you're with me now.

Thank you everybody for participating too.

I appreciate it.

But here's the thing.

So you should be following a, a great system.

If you don't have a system, reach out to me.

I have one.

That's what I do.

This is sales training.

Right?

But so in the beginning you should do an introduction and agenda.

So how many, I mean, and raise your hands if you've ever heard when you go into the house, that homeowner, sure enough, they say, and I just want to be transparent with you, just want to let you know I'm going to be getting three bids.

Got to do my due diligence.

Right.

I just gotta, you know, just, just want to make sure we're clear.

Being transparent about everything.

When that's at the beginning, what do we do?

Right.

Normally most people are trained to just kind of move right past it and think that, well, my, I'm going to be so good that by the end they're not even going to think about it.

Well, yes, that is true sometimes, but here's how to turn that corner when it comes up at the beginning because the whole thing is we have to zoom out.

What happened is they.

That you made the cut.

There's a thousand places they could call, right?

Thousand companies they could call.

And so you made, you made the cut.

So we have to reframe the, the entire conversation.

Basically what happened in their mind is it's, it's just a smokescreen.

Three bids at the beginning is strictly a smokescreen.

How many of you raise your hand have ever heard or, you know, you've done this yourself.

When you go to buy a new car, you tell everybody in the family that's looking at the new car now don't get too excited about it or they're going to raise the price on us.

If we get too overzealous about it, well then, then they're not going to discount.

We, we've got to act like we don't want it and they're gonna.

That way we can get some discounts to be able to, to drive away with it.

We're looking at a house, same thing.

Don't get Too excited when you're dealing with the realtor.

Is this making sense?

Anybody?

Same thing here, right?

So the homeowner is conditioned to have that kind of response.

So the three bids, when it comes up at the beginning of the appointment, is strictly that same type of smokescreen, because I will 100% tell you in it, you've all lived it.

Every single time you go to that house, and the first thing that homeowner says is, I'm not buying anything today.

I'm just going to fix it.

I'm just getting numbers.

What happens?

That's the homeowner that pays, that buys the most expensive system with almost every possible accessory.

Right.

That's their smoke screen to tell you.

And if that's not happening, you're not listening properly.

So that's their smoke screen because they know they're a sucker for a good sales process.

That's their smoke screen to kind of, like, help themselves.

But they end up, you know, buying the best thing anyway.

Same thing here.

So when the.

The three bids comes up at the beginning, here's how to handle it.

Are you ready?

So the first thing you do is acknowledge it.

So, yeah, of course.

No, I totally get it.

And.

But, you know, Mr.

Homeowner, do you mind if I ask you a question?

So the first step is the permission.

Do you mind if I ask you a question?

They're gonna say, sure, of course.

Say, you know, there's, you know, there's a thousand companies you could have called to come out here.

Why did you call us?

And then listen?

Because it doesn't matter what we say.

It matters what they say.

So what we're doing here is we're going to reframe the conversation.

And they're about to sell us.

They're about to sell you on all of the positive reasons they called your company to start with.

And this is beautiful, because we're going to follow it up with a really pivotal question.

I'll teach you here in a minute.

So we're going to fall there.

We're going to ask them, well, you know, you could have called a thousand places.

Why'd you call us?

And they'll say, well, you know, maybe I got a referral from a neighbor, or, you know, we went online, we looked at the nextdoor app.

We, you know, totally, you know, started looking at reviews, and you know what?

We just picked the three companies with the best reviews.

Perfect.

What else?

Don't let them stop at one.

What else?

Oh, yeah, what else did you find?

And then they're gonna say, well, you know, you know, we saw on your website that you guys, you know, maybe serviced our brand.

I'm just making stuff up, right?

But this is what they say.

Maybe you, you know, you service the brand of equipment that we have.

Or maybe they'll say, we saw that you had financing available.

It's like, yeah, absolutely.

We've got really, really great programs.

Anytime you talk about financing, call it a program.

It's always a program.

We have fantastic programs.

What else?

You know, then they're gonna.

The third one, they're gonna be reaching.

They say, well, you know, the wife liked the pictures of the guys on the, you know, on the website.

You know, she was like, man, they look like they took a shower, right?

Whatever it is, it doesn't matter.

Don't go any further than that.

But get two or three things out of them.

Now, here's the pivotal question.

Once they have given you all of the reasons that they called you to start with, that's where you say, perfect.

So, you know, Mr.

Homeowner, it sounds like we really checked off all of those mental boxes of what a great company should look like.

So we made the cut, right?

And they'll say yes.

And here's the question.

So do you think that, you know, quite possibly we might be the exact company that you're looking for?

And they'll say, yes, great.

And then you just go right into your intro like you normally would, right back to your system.

Don't change a thing.

Now what did that do?

Talk about reframe the psychology of the entire conversation.

We just got them to one, repeat back every single positive thing they found out about us and why they called us in the first place versus a thousand other places.

They just basically sold us on why they called us.

And then we asked a couple questions, clarified.

So we.

So sounds like we checked off all of those mental boxes for in your mind, what a great company should look and sound like, right?

We made the cut.

And they'll say yes.

And the question one more time so you can write it down.

So do you think that, you know, quite possibly we might be the exact company you've been looking for?

And they'll say yes.

And that reframes the entire.

And this is at the very beginning, the very first thing that happens is this conversation.

Can you imagine what the rest of the appointment is going to be like after they've agreed to that?

This is why we call it sales on Easy.

This is the psychology.

This is why the psychology of it is so important and so powerful.

It's why we put things in the exact order that we do for a very specific reason.

So that's it.

That's the very first thing that happens.

That's right in the intro when.

When three bids comes up at the beginning.

That's how we handle it.

Thanks for the fire, Christian.

Yeah, this is.

And Nathan, this is.

This one is solid.

I literally.

This is like this week's Fresh off the Press type of content.

So we are innovating right here.

Now, where do we get three bids the most?

At the end of the conversation, at the end of the appointment.

What does that sound like?

How do we handle it there?

Is anybody ready to hear how we handle it at the end?

And this one is.

Is just as cool because I guarantee you nobody's handling three bids like this.

Not at the front, not at the end.

So.

All right, so here's the thing.

Hey, thanks, Kenny Long.

Good to see you, my friend.

And so three bids at the end.

Here's how it goes.

You've done a great job presenting the equipment.

You present from the bottom up.

Then clarify without seeing prices, which, you know, which of these systems do you think is going to be the best fit for your family?

They'll start to narrow it down.

Great.

So that we show them prices from the top down and we've got it.

Basically, that's how we do that.

Then you've got it narrowed down into the project.

Right.

Basically got it right into, you know, the system and accessory packages or the bundles or however you're doing it, that's going to be combined into the total project.

Then what happens?

So, like, great, you know, and then we go through and we just ask.

Perfect.

So you're ready to get on the calendar.

And they say, what do they say?

We know what they say.

You know, what sounds great.

Everything looks good.

Just letting you know.

We're going to get a couple more bids.

Go ahead and email this to us.

We're going to make a decision this week.

We'll call you in a few days.

Right.

How many of you have ever heard that one?

Especially at the end.

Here's the next step.

That's where everybody stops.

Now, what you do not want to do.

And this is.

This is the instant questions that would make you sound desperate.

It will make.

Literally make them want to throw up because you sound so desperate and they're going to kick you right out of the house.

The questions you do not want to ask.

Right there are.

Oh, well, is there anything that I didn't answer for you today?

Oh, was there part of the project that, you know, that didn't make sense or you know, what is it that you know, what did we do a good job of explaining everything for you.

Don't ask those questions right there.

That's horrible.

It makes you feel desperate and gross.

Stop it.

The way to handle this properly sounds like this.

So when they give you the.

Yep, got it.

Email that to us.

We're going to make a decision this week.

Can you send that over and we've got a couple more people receive.

Especially if you're the first one in.

This is really powerful when you're the first one in and you know, it's like, you know, absolutely, I totally understand.

And that we'll use your.

Christian.

We'll be like, hey, Christian, you know, do you mind if I ask you a couple questions and because it's been a while since we did that at the beginning you could, you could re.

Ask permission to ask questions and you should every time because that lowers that resistance.

Great.

No problem.

So I understand that, you know, you want to get a couple more bids, but let me ask you this because we know this is pop.

Quick, pop out the psychology behind this.

Three bids is not an objection.

It is absolutely not an objection.

There is nothing, there's zero reason for a 3 bid other than that's what grandpa said we should do.

And so it's just the way we've always done it.

So is zero objection in a three bid objection.

Right.

It falls into something else.

So the set, when they give that to us, here's what we do.

You ask.

Can I.

Do you mind if I ask you a couple questions?

Sure.

Great.

When you're looking at your other bids, when you're getting three bids, are you trying to decide if you're getting enough value for your dollar or are you just want to make sure there's no product or service that someone else is offering that we haven't talked about today.

So we get a fork in the road.

These are clarifying questions.

This is not pushy.

This is not pushy sales.

This is clarifying questions.

There's not a single objection that you that can come up that cannot be overcome by asking more questions.

So when they give you the three bids, the question is this and write it down.

Are you trying to.

And go low and slow like this.

Are you trying to decide that, you know, are you really getting enough value for your dollar or are you wanting to make sure that or just make sure that you're getting enough value for your dollar.

That's how I phrase that.

You Want to make sure you're getting enough value for your dollar or are you want to make sure that there's not another product or service that is being offered by somebody else that we didn't talk about today and that will force an answer.

And depending on what they say now, we can handle either a price objection or we can handle the other one, which is the, the actual project itself.

So let's go.

Is this good?

Is this, is this making sense to anybody?

I guarantee you've never heard three bids like this, right?

And there's a third one, which is if they just like, you know, I don't know.

We just don't know what we don't know.

And grandpa always said to get three bids.

We just always get three bids.

That's the third Avenue, which we'll cover that one pretty easy.

So let's handle price first.

So if they say, you know, I want to make sure I'm getting enough value for the dollar, perfect.

We'll tell you what, I have something you're really going to like.

And that right there is the perfect moment to pull out your price match guarantee.

And this is the right timing to execute that.

You don't drop any.

You don't drop a single guarantee.

Early on in the appointment.

You pull the Garrett.

Your guarantees are tools in your toolbox for closing your closing tools.

So right here is that perfect moment to whip out that price match guarantee.

And you're going to do two things with it.

First of all, you're going to reference back to in your intro when you talked about the crazy amount of Google reviews you have at the high star rating and then ask them, do you think we would have that many Google reviews rated that high by neighbors in your community?

In fact, we've done projects in this neighborhood just like you guys.

Do you think we would be that highly rated if we were out here taking advantage of people with price and be silent, wait for an answer.

They will say, well, no, of course not.

Great, I agree.

And you were comfortable with the company to do the work, right?

Yeah, of course.

And you're comfortable with me as your representative, right?

Yeah, absolutely.

And the project makes sense.

You can see how it's going to.

Exactly.

Definitely take care of the problems you said you had.

And those are going to be no more life.

It's going to be awesome.

Right?

Right.

Okay, great.

Well, I have something you're really gonna like.

And you pull out your price match guarantee and say, listen, keep shopping.

You said you're getting two other bids.

Go for it.

Let's looks like I've got a spot.

You know, it doesn't really matter where your install spot was, but I just had this happen.

It's like, listen, we have a spot tomorrow.

Why don't we get you installed.

This price match guarantee and they normally sound the same.

So I'm just going to use the one that we had in Kansas City.

It's like, listen, if you find another company, keep shopping, do this, go through this process as many times as you want.

If you find another company that's going to provide same quality of equipment, same quality of installation, they provide the same quality of service, have the same guarantees we do, and same reputation, and the price is cheaper.

Tell you what, we will match that price.

So we'll refund you the difference and I'll hand you 100 bucks on top of that.

So with that assurance, we got it in writing here.

Why don't we go ahead and get to get you on the calendar.

We'll go ahead and get you cool.

Go ahead and get you warm.

Depending on what season you're in.

Go ahead and get your cool.

Check that off your mental to do list.

Go ahead and get those other quotes.

No big deal.

Show us that quote.

If it's the same and, you know, all the rest works out and it's a cheaper price, shoot, I'll write you that check and hand you 100 bucks.

Why don't we get on the calendar?

Boom, right there.

We've handled the price part of it.

This is good stuff.

All right, so now let's handle.

If they say, you know what we just don't know what we don't know, maybe there's some other stuff out there that, you know, we might like better when it comes to the solutions.

Right?

When it comes to maybe there's a better filter or something.

So.

Okay, listen, I get that.

So absolutely.

But remember earlier we talked about.

And we're gonna, we're gonna.

This is called looping.

This is called looping.

We're gonna go back to the same spot, start over.

It's not crazy different for each one.

It's almost the same answer.

We're just gonna modify it a little bit and watch this.

Go back to the Google reviews again.

Say, you know, same thing.

Do you think we would have 600 Google reviews at a 4.9 star rating if we were out there, you know, just practicing on homeowners and not being able to solve their problems?

You know, homeowners just like yours, we've done lots of work in your neighborhood and they'll say no.

Great.

Now listen, with our reputation, we don't have the luxury of practicing in homes on homeowners like a lot of these cheaper companies do or like a lot of these other companies do.

And just whatever you're referencing in that specific of reasoning, we don't have the luxury of practicing.

We're not going to practice on your home.

We're not the company.

Because, you know, listen, there's a thousand different products out there.

Absolutely.

And we only talked about what, three today.

The reason is just like when you're selecting a company, we've tested them all.

We are experts in this.

We know what works and what doesn't.

We're not going to practice on you as a homeowner and throw spaghetti against the wall and see what sticks and just hope for the best with fingers crossed.

We've already done our testing.

We know exactly what works.

We don't practice in your home, we execute.

So what that means is we know exactly what's going to solve the problem you said you had.

That's why we're not recommending eight or 10 things.

We know the ones that work and that's how we've gotten the reputation we have and the reviews we have.

So even if there were other products out there, I mean, just let's go back real quick.

I mean, you were comfortable with us as a company, right.

And you're comfortable with me as your representative.

But most importantly, I mean, the quest, the problems that you said you had, can you see how what we talked about will definitely take care of those?

And then moving forward, you're not going to experience that anymore.

It's going to be the most pleasant experience you describe whatever the future is going to look like in their home based on what the solutions for that problem is.

Because the thing is, if you're getting the I need three bids because they're thinking about another product or service, that means you didn't do a good enough job to express the certainty that your solution will definitely take care of their problem.

And not only did you not express the certainty, it's not clear in their mind.

Because here's the thing you, every single one of you have to understand.

If they understood it, they would already have it.

If they understood how adaptive cooling and modulating equipment worked, they would already have it.

They wouldn't choose anything else.

If they understood how, you know, your air scrubbers and remi halos and how the better filtration system works, if they understood what it did and how it worked, they would already have it.

It's our job to show them through the benefit lens and make that connection for them.

So if you've done a good enough job in your process to get the problems out of them and say, okay, this is the problem, how's that make you feel?

And then when you offer the solution that this is the right solution, can you definitely see how this will solve that?

And they say, yes, we're not going to get those objections.

And if you do, we just circle back to.

So if you can clearly see in this, and I'm certain because history that this is going to solve that problem, even if there was another product out there, would it matter?

Because this is solving your problem.

And really the whole point of us being here was to solve those problems you said you had.

Right?

That way little Jenny's not going to have a sinus infection every, every three months anymore.

That way you're going to be able to not wake up in the middle of the night and this feels like a jungle in here.

Right?

Right.

Well, great.

Well, with that assurance, why don't we just get in the calendar and all it takes is just re looping that and explaining it again and then asking for the sale again.

Because a lot of times those first objections, especially when it's a smokescreen objection like A3 bids, they are just trained to say that and you, you overcome, overcome it once and they're just testing you to see if you truly believe in what you're selling.

So that's how to handle the.

Just want to see if maybe there's another product or service out there.

Then the third one is now are you, what, are you just wanting to make sure that you're getting enough value for the dollar or are you just want to make sure there's not another product or service out there that you know that we haven't talked about today.

And if it's neither one of those and they say, you know what, it's just what we do.

We get three bids.

And they don't know why they're getting three bids.

They don't really have an answer.

This is the way you handle it.

So this is the number three on the objection fork.

So first of all, was that, was that good?

The other way to handle it, Is this making sense for y'all?

The way we loop back through the same thing and just reframe it a little differently.

We don't have to learn a thousand different ways to handle objections.

We have to learn like a handful of them and then just learn how to apply them to the Particular subject.

So the third way to handle the objection is if they don't know.

They're like, this is just what we always do.

Then we go down the path of.

And I learned this from Victor Rancour a while back.

Then we go down the path of.

Listen, I get it, man.

You know, my wife and I done the same thing.

You know, in fact, I've.

I've done that.

I've gotten three bids on a project, and I picked one, you know what?

And it turns out I made a bad decision and wish I'd picked somebody else.

Have you ever done that?

And they'll of course say, yes.

And that's when you're like, you know what?

Absolutely.

I've done the same thing, man.

I get it.

And, you know, I wish I'd have picked somebody else.

So really, I mean, three bids doesn't even really protect you from anything, does it?

And they'll say, no, no, I guess not.

And that's when we say, so at the end of the day, you're really just making a gut check, kind of a gut call, you know, a call on who you think is the best, and then just go with that, right?

And they'll say, yeah, so.

Yeah, so it's just a gut decision.

It's that intuition.

So let me ask you this, Mr.

Homeowner.

Have you ever made a decision, you know, and gone against your gut?

And they'll say, yeah, like, how'd that turn out?

Probably so depending.

And so it's funny, I was training this with a younger guy earlier.

He's like, no, I never really have.

And so.

Okay, great.

That's awesome.

That means you're good at making the right decision.

Can you imagine what it would be like if you went against that decision?

Can you imagine how bad it would turn out?

So it's just a matter of listening and reframing.

But most of the time, when you're like, so have you ever made a decision and gone against what your gut says?

They'll say, yeah, and be like, how'd that turn out for you?

Probably not so good, right?

Yeah.

No.

So let me ask you this, Mr.

Homeowner.

What's your gut saying about us right now?

About the company, about me, about the project?

Well, you know, it's.

That's pretty good.

Well, great.

So listen, I have something I think you're really gonna like.

Boom.

Right there is where you pull out your price match guarantee, same thing again, or one year, no questions asked, money back, satisfaction guarantee.

We've all.

All the great companies have Something similar.

Right.

So you pull that out, say, listen, we don't just.

It's not just lip service.

We put it in writing that no questions asked, money back guarantee that you are going to get exactly what you know, we talked about solving those problems.

I mean, the project makes sense that we're definitely solving the problems you said you had.

Right, right.

And you're comfortable with me and the company doing the work and me and being your representative.

Right, Right.

Great.

So with this, I mean, it's not just lip service.

We put it in writing that, you know, we're not comfortable until you are or however your company says it.

So I mean, with this, this in writing and I, you know, the best part is I can tell you that I've done this for a long time.

This is not my first rodeo.

I can tell you're not going to find a better company that has does as good a work with as best price, as good a pricing as we have.

You're just not.

And if you do, this says we're going to match the price anyway.

So really it's just a matter of picking the right one because it's kind of like, you know, ordering.

This is not buying a refrigerator from Home Depot and you bring home an LG or Samsung or, you know, Kenmore and you plug it in.

It just works.

You're not choosing that.

What you're choosing basically is like a brand new Ford F250 truck, except it gets delivered to your front yard in 300 boxes.

And then it's up to you to pick the right company that you trust to put it together to factory specifications and trust that it's going to run without any headaches for over a decade and service the warranties and all that.

So that's really what, what we're choosing today.

So with all of this extra assurance in these written guarantees, why don't we get on the calendar?

Well, okay, sounds good.

Sounds like a good plan.

So that's handle.

That's how to handle the number three when they.

We just have to get three bids.

Okay, perfect.

You ever made that decision?

It was a bad one.

That didn't really protect you anyway, right?

Boom.

So those are the three ways to handle it.

What's up?

Kevin Polito.

Y'all watch out.

Kevin Polito.

He's going to do 5 million this year.

And we just recorded a podcast that is Fire.

So make sure to watch out for the Kevin Polito podcast coming up.

But so that is.

We just destroyed the three beds, right?

We handle it in the front of the appointment.

We handle the back of the appointment.

And it really splits into three ways.

Two of them are really the two major ways.

The third one is just if they don't know why they're saying it, they just say it.

So it's all.

But can you see how this is all psychology?

If you understand the psychology behind it, then it doesn't matter, man.

It's about Exactly.

It's not the words they say.

It's your certainty.

It's your ability to clear fear, uncertainty and doubt out of their mind.

If there was established trust, they wouldn't even be getting bids.

If you'd done two, three, four, five projects with them and everything turned out awesome and they were happy with your pricing, they would just call you up and say, hey, what are we doing this time?

So we know it's not about anything other than they don't trust you yet.

But the more we loop through this conversation and help them see that if because you exist, there's no reason to go with anyone else because we're here.

We're here right now.

We exist.

That means every other company is town in town.

Their doors should close because they don't have any work.

They have zero business.

Because we're here, right?

If you have that mindset, bro, it's going to be sick.

If you have that mindset and you can clear the fear, uncertainty and doubt out of their mind, it's game over.

The only way to do that, there's two.

Do you know there's two things that bring confidence?

Experience and preparation.

If you don't have the experience with this, prepare.

You've got it.

So when you're learning something new like this, practice the words hundreds of times a day.

I'm not talking do it 20 or 30.

You're going to look in the mirror and you're going to practice in the mirror 100 times.

And you're going to practice with the dog and you're going to practice with the partner and you're going to practice with the kids.

You're going to practice driving down the road.

It's going to be your favorite song.

If you want to earn $1 million, you can't put in a Happy Meal.

Work ethic, right?

You've got to put in the work ethic to be a top performer.

And when you start doing that, your numbers are instantly going to start changing, right?

So that's what I got for you today.

If this was valuable for you, drop some.

I want to hear your biggest takeaway in the comments because this is brand new information I have.

This is the the podcast that dropped today in this training is the first time I've trained this.

So it's a brand spanking new.

No one else out there.

You're what, 2012?

12 viewers.

You heard it first here.

So love it, everyone.

And yeah, you guys go out there and ladies, go change the world one heat stroke at a time, man.

The world is yours to take.

I don't want to hear a single complaint about not having enough leads or any of that.

If you're not putting in the work to go create it for yourself, take ownership of your business.

And I tell you what, end of this month, I'm recording something special, something that's not being done in the heating and air industry.

I am going to do it and we're going to completely eliminate, we are eliminating the ability for anybody who's willing to put in the work to say I don't have appointments.

How nice would it be to raise your hand if you could create appointments on demand, no matter where you are, that would be amazing.

So I'm working on that.

End of the month I'm recording it.

It's going to be ready really soon and otherwise email me Sam close it now.net let me know your biggest takeaway.

Everybody have a great night.

Peace out.

I'll talk to you later.

Thanks for listening to Close it now with Sam Wakefield.

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