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.

Sam Wakefield here.

Close It Now.

I have a very timely episode for you today.

I've been getting a lot of questions and comments about how do we work with the client that this time of year and people are seeing the non urgent client way more often this year than they have in the past.

So how do we get the client that has no urgency but they're calling us for appointments, how do we get them to take action?

Right, so that is what this episode is going to be, how to create action, how to get that homeowner to take action when we are in the home, when we are really in just the different times of year.

This is a great conversation for right now in spring of 2024, but it's also a great conversation the rest of the time.

So what we're going to cover today, I'm going to give you a daily exercise that will dramatically help with this and I'm also going to give you that we're going to have a conversation surrounding some of the other things that we can do.

One of the main things is we've got to start to change your language, to change your results.

So we're going to cover that in this episode as well.

So stick around.

So first we are going to do what is in your cup.

And first of all we've got a huge shout out to my man, Darren Cummings.

You are a rock star.

So fun story about Darren.

Darren got ahold of me, he started the podcast.

He's never been in H Vac sales and actually I think he's brand new to the industry as well.

I might be wrong about that.

He might have been a tech but he's never been an advisor, never done sales.

He started listening to the podcast and he did this awesome numbers.

He went and got my online course which is@h vacdoors.net and his very first week in he does 90k which was awesome.

And it's only gotten better from there.

He's going to be coming to Austin in March for the sales training event that we're doing March 21st and 22nd.

If you want to know more about that, go to closeitnow.net that's the perfect place.

Just go to the website closeitnow.net My new website is up and it looks fantastic, fabulous, but so huge.

Shout out to him though, because he sent me.

He's been listened to enough podcasts.

He's heard me talk about the what's in your cup section.

He sent me two different coffees, not just one, but two.

And today what is in my cup was in fact, I don't normally get coffee that's in a can, but he sent me two of his favorites, which today's coffee coffee of choice was from Cafe Dumond, the original French market coffee caf coffee stand in New Orleans, Louisiana.

In New Orleans at Old Jackson Square, it's Cafe Dumond.

They are, if I remember right, they are credited with inventing the beignet.

So that is really fun.

So the co.

The coffee is not just coffee though.

It's coffee and chicory.

So it is a very specific flavor.

I'm looking at the can right now.

If you hear clanking around in the background, I just set the can down.

Looking at the can right now, I feel like I've got it.

Now that I've had this in my cup, I've got to make a trip to New Orleans and try it from the origin.

We'll try it with a beignet the way it's supposed to be.

So I would love to know one first question, if you've had Cafe du Monde and the kind of yellowish, orangish colored can have you had this?

And two, if you have what do you think about it?

And also part two to this question is have you ever been to Cafe Dumont in New Orleans?

In New Orleans, because this is a very special day that I'm recording this.

I'm actually recording this on Fat Tuesday.

This is Mardi Gras today.

So that's why I chose this coffee for the what's in your cup today?

Because it's from Nolan's and so huge shout out to all my all the listeners in New Orleans.

I love that.

So thank you, Darren.

You are a rock star.

I appreciate it so, so much.

Way more than you would you could even know.

Because I love coffee adventure and that's one that I have never had actually, other than I have to say my dad used to keep a can of this around when I was growing up and he would put a scoop or two into his regular coffee.

But I've never had it straight like I did today.

So have you been to Cafe Dumont in Nolan's?

Let me know.

You can send me an email, Sam.

Closeitnow.net, pop me a text.

512-364-8559.

Join the Close It Now Facebook group.

Just search Close it now on Facebook or you can connect with me through the website, which is, of course closeitnow.net all right, all of my stuff is dot net.

The guy that owns dot com has not appeared.

I've tried to buy that dot com for years, but I moved on with net because that's what you have to do.

Most people don't lack resources.

They lack resourcefulness, which is definitely something that is important to know.

All right, before we hop into this, a little bit more about the event that's coming up in March 20th, 20th and 21st.

I've got a couple new announcements.

I have some massive, major bonuses for you.

For only the first five people that register, we're doing some really cool stuff.

The bonuses for the first five people will actually be the same value as the ticket that I'm actually going to give to you.

So one of those is I will have a videographer there and we're going to do some really cool recording to give you a tool that will guarantee a warmer introduction.

It'll guarantee basically you're going to close more deals when you get the tool that we're going to create for you.

But only the first five people who sign up and grab a ticket will get access to this bonus.

So that is the one of the things that's going on.

Beyond that, we've got another couple bonuses, but you have to, you have to be in the ecosystem.

You got to join the Close it now group.

And I'm going to be doing some live training coming up here really, really soon.

When I do that live training is when we're going to open that up to make those bonuses available.

So make sure you are on the live zoom trainings that I'm going to be doing.

The only way to find out about them is in the Facebook group.

So go join the Close It Now Facebook group.

Now, with all that being said, let's take one collective sip from our what's in your cup today?

3, 2, 1.

All right, time to rock and roll.

So let's cover some mindset around creating urgency in the homeowner's mind.

One step one.

We have to Remember that if they, they called us, so there is some level of wanting to buy or they wouldn't have called to start with.

So that is the first thing.

That's step one.

Now once we understand that, the second thing is we also have to remember, and I've said this often, is if they understood what our equipment does, if they understood what our IAQ products do, what the, what our humidifiers and dehumidifiers and all the things, the incredible things that we can do with the home and to a home, if they understood what their life would be like once it's already installed, the way that they live, if they understood how the way they live would change, they would already have it.

There would be no trying to sell them something.

They would already have it, right?

So the disconnect has been either our industry has just truthfully done a horrible, horrible job of just letting people know that those types of things even exist.

So we've not told them.

The step two, which also is highly possible and probable is they've been told this stuff exists, but in a very horribly done way.

Either the person that was communicating to them, that was trying to pitch the high end system or trying to pitch some IAQ products didn't ask enough questions.

They didn't go through any benefit list and they're basically like, hey, do you want a UV light?

Right?

And the homeowner's like, no, I don't want a UV light.

They're like, why would I want one?

Well, it's, you know, it's going to kill some mold.

Well, I don't think I have mold, so probably not.

Well, how much is it?

Well, it's $1,000.

Oh, I don't need to spend a thousand dollars.

That's what the conversation has always sounded like, right, in the past.

Now the problem of course is we did zero discovery.

We didn't find out if there was any desire to solve a problem in those people homes, in those person's homes, in the client's home.

So that's step one.

We've got to do a better discovery.

Everybody, you've got to ask questions.

You have to ask questions to ask questions.

Questions upon questions upon questions.

Basically, when you're in a home, you are made of questions.

The goal is to listen twice as much as you talk.

You have two ears and one mouth.

Use them in those proportions.

The best people on the planet, the top level cells, the highest performers.

I can guarantee you ask more questions than we do.

Right?

You're not asking enough questions.

You're not Asking enough clarifying questions and there's so many different ways to do that.

The smoothest way is, hey, before I get to looking around, you might have asked you a couple questions to make sure I'm going to check out everything the right way, make sure I know what I'm looking at so I know what's important to you.

I'm just giving you a handful of like shoot from the hip ways to ask here.

Do I have all of this very scripted in a system?

Absolutely.

But for the sake of this podcast, I want you to be able to implement it right away.

So literally, if you're starting from scratch, just having a normal conversation with somebody, like, hey, before I get to measuring and looking around, do you mind if I ask you a few questions?

That way I know what's important to you and to make sure there's nothing else that I need to look at when I'm grabbing my measurements, start there, right?

That's all you.

That's really will be the starting point and then go through but ask deeper level questions.

So in my Facebook group, in the files section there is the question, the close it now questionnaire.

It is my gift to you.

I want everyone to to download that sucker and use it.

It has been through about 20 different iterations across 10 years and a lot of time and investment that I put in to develop this thing.

And remember, every single question is a conversation starter.

They're not closed ended questions.

Every question is a conversation starter.

So the step one to so we're talking about discovery, we're talking about asking these questions so much because this is step one to creating urgency in a homeowner's mind.

Urgency has nothing to do with do we need a new heating and air system or not.

Who cares if it's not broken?

That's not why people will take action immediately.

Yes.

When it's when the equipment's down, say it's wintertime and we're not heating.

Summertime and we're not cooling, you're just taking an order then, right?

Sales happens the rest of the time of the year.

Right.

So I don't want to hear, oh, well, you know, I don't know if I can do this because it's not hot enough, it's not cold enough.

Well, you're not cut out for sales or get better.

Right?

There's a Jim Run quote that I love from years ago.

He said, don't wish it were easier, wish it were better.

For things to change, I have to change.

For things to get better, I have to get better.

So when you take radical responsibility and own your business, you.

You own your life, you own exactly what you're going out to do and say, this is the time.

This is my time to do business.

The window for business is right now.

That's our mindset.

When we go into the house, do not let the homeowner take control of the appointment and run the appointment, or you will end up with all of these.

Well, you know, we're probably going to do it next year, maybe a few months from now.

I don't know, it's not hot yet.

Maybe we'll wait till the middle of summer.

You're going to get.

Think about it.

If you let them run the appointment, you must take control of the appointment and operate it like a professional do.

Stop doing sales by chance.

Start being intentional with your process.

When you're intentional with your process and you have a consistent process that you don't deviate from, that's when the magic starts to happen.

Am I saying become a canned robot?

Absolutely not.

If you've ever ridden in a truck with me, you know that is not the case.

However, if you've ever ridden in a truck with me and there's people all over the country now that can attest to this.

What I train, I do in the house, word for word, verbatim, exactly as in the training.

And the homeowner responds exactly like I said they're going to.

Because human psychology is the difference.

The way to connect to people so they take action now is we are working with the human condition, we're working with humanity, we're working with people.

Set everything else aside and care for people.

And when they feel how much you care, that is when they will actually respond in a way that that's been different than the results you've been getting.

If you've been going through your questionnaire or even worse, if you don't even have a paper questionnaire, even like anything you've developed.

And this started years ago.

You should see my first versions of this.

I literally just opened up a Word document and wrote down like random questions of things just so I would remember to ask and like hold down the shift and like draw lines out so I can have something to write on.

Right.

It started out as a one pager years ago because I needed something to remember me to remember the questions.

By now homeowners, they appreciate that you're a professional and have something written down.

If you think for a second you can go into a house and.

Because I've heard this over and Over.

Oh, I just got my, got my iPad.

I don't really carry much.

I don't, you know, might have a tape measure.

I'll ask them questions and we'll take a look and then I'll just, you know, draw it up on the iPad.

Stop it, child.

Please stop being an amateur.

I'm here to level you up today.

I am.

I'm fired up on this topic because it's important.

It's a major difference.

This is what you're not going to find a top level salesperson, comfort advisor, project manager in our industry that does 5, 6, 7 million a year, that just wings it.

When they're in the house, you will not find that.

It's not how it works.

They work you, they're working their script and they're role playing hundreds and thousands of times.

You can make a million dollars a year in this industry, but you have to treat it like a million dollar a year industry.

I'm bringing the fire today because I'm tired of people.

I'm tired of people basically taking the easy way out and saying, well, you know, sales is hard.

Well, it's not.

You just have to get better.

You have to learn psychology, you have to study your craft.

You have to become a professional.

That is what this is about.

This is about becoming someone worth buying from.

Well, that means putting in the damn work.

You got to put the work in.

When you put the work in and you get the reps in, then you can come to me and we can talk about how hard or easy sales is.

But until you've been in 10,000 houses, I don't want to hear it.

I just want to say, I want to hear you say, I'm working on this to get better.

Right?

So that's what happens.

You can't put in 10,000 reps in a home if you're intentionally working on improving and your numbers stay the same.

If your numbers are within 10% of the previous year's numbers, you're not growing, you're not learning.

You don't have another year under your belt.

You've got the same year repeated.

I'm going to say that again.

If your sales numbers and your commissions are within 10% of the previous year and I don't want to hear a single excuse like, well, the call volume was down, the leads were down, who cares?

Go make your own business.

If it was within 10% of the previous year, you're not living a new year, you're repeating the old year over and over.

So it's time to Uplevel, you do that by creating emotional connections.

We're dealing with the humans in a human condition psychology type of a conversation here.

So when we're asking these questions, don't stop too soon.

And that's the problem with what happens with most people is you're not unlocking and most people stay in their head the entire time of the process.

If you want to be a top level person, you've got to move down into your heart with the conversation with the homeowner.

It's got to drop out of your head and into your heart and they have to feel it.

This is a feel it real type of situation.

The best, all of the best in the world will tell you they feel the answer to an objection before they even think it.

I can guarantee you this because I've talked to so many of them at this point, you feel the response before you even think it.

That's because you've worked and you've practiced and you scripted and you've role played so many times.

It's part of your own DNA.

If you don't have a way to practice that regularly or anyone to do that with, message me, I can hook you up.

You've got.

That's why the Facebook group is so valuable, because there's over a couple thousand people who are focused on this growth right now.

Literally today, this morning a post went up about this very topic.

So thank you.

Chris Wisniewski, you're my homie today.

You were the inspiration for this episode.

You and Jordan Karazi and everyone else.

Brandon.

So everyone else that's been in that conversation.

So everybody's listening to this podcast that went up about 10 hours ago and there's over 100 comments back and forth on that one post today about how to create urgency, like really unpacking the process and it's done in a positive way.

So that that one post is so valuable for anyone who's listening.

If you just joined the Facebook group for free and read through that post, I can guarantee you your results would change immediately.

And that's what we cover all the time in the Facebook group.

So back to what I was saying.

We have to connect emotionally.

If you're not connected emotionally, they're not going to take action.

The buying process, the buying decision is kind of like driving a car.

Logic is the steering wheel.

Everything that's in the head that makes sense, quote unquote, is like driving.

It's like a steering wheel when you're driving the car.

Are you the right company?

Yes.

Does the am I the right representative from the company.

Yeah, you're a great salesperson.

Never had a better salesperson.

Yeah.

I love you guys.

Awesome.

Does the project make sense?

Yes, the project makes sense.

Great, then.

Really solid tie down language.

Can you definitely see how this project is going to solve the problems you said you had?

They say yes.

Well, then it's just the money.

However, if you haven't done a good enough job on step three that they are emotionally connected to the solution, it doesn't matter what the price is, it could be a dollar.

They're still not going to do it because they don't see how life is going to be different.

So we're pausing on step three because that's the gas pedal.

So logic is, you know, the project makes sense, the company makes sense.

Yep, it all makes sense.

I'm clear.

Well, that's moving the wheels pointed in the right direction.

That's moving the wheels in the right direction with the steering wheel.

Logic is the steering wheel.

Emotion is the gas pedal.

Emotion is what will cause them to take action and to take action now.

Because when we start to have that conversation, for example, let's use a.

Actually, we'll use a real life example of one that I did.

Literally went through this conversation with the homeowner when I was doing a ride along up in Pennsylvania.

This one sticks out very dramatically because it was such a great textbook example of this very conversation.

So me and the person I was training.

What's up, Seth?

We were sitting in this home with this homeowner and we're asking him, you know, asking him the discovery questions.

And I'm just going to take one of them.

It's several, actually, that we went into.

But I'm going to take the humidity one first because this was the one that really opened the eyes of the person that I was training in that moment.

So we sat down, we'd gone through discovery, we're going through it.

Is the house too dry in the winter?

Homeowner says, yes, absolutely.

Okay.

And so the person I was with, he was asking the questions.

He starts to move on.

He writes, yes, starts to move on to the next question.

I was like, hang on, hang on.

Let's camp out here for a minute.

How dry does it get?

The homeowner says, well, you know, we've got all these humidifiers in the house.

And this.

So context, this is about a 3,500 square foot house, two story plus base, full finished basement.

So three, actually, it was a bit bigger than that.

Probably 4,500 square foot a huge house.

And he says, well, we've got all these humidifiers in here.

I have to keep running.

I'm like, all these humidifiers.

So I throw up this mirror, all these humidifiers, and ask it as a question.

He says, yeah, we've got like, oh, gosh, I don't know, three or four, four or five in the house.

I was like, wow, that many.

And you have to fill those every single day.

He's like, oh, yeah.

I was like, how much?

He's like, oh, I fill them two to three times a day.

You fill that many humidifiers two to three times a day?

Wow.

And I said, so sounds like humidity really bothers you.

The low humidity in the winter really bothers you?

And he laughs and says, oh, it's not for me.

I was like, oh, well, I mean, your wife's not here.

She's at work.

Is she the one that you're going through all this effort for?

He's like, yeah, absolutely.

It's like, okay, well, great.

Tell me more about that.

He says, well, I mean, her hands get really dry in the winter.

I said, oh, well, how bad?

He says, well, she says that we live here in Pennsylvania because that's where we work, but we should really live in Florida because that's where the climate would be better.

And so we laughed for a second.

It's like, okay, well, how bad does it get in the winter here?

He's like, well, her hands will.

She calls them her lizard hands.

So we made a special note that everything from that point forward we called to fix the wife's lizard hands.

I was like, lizard hands?

Tell me more about that.

He's like, oh, yeah, in the winter it gets really bad.

I was like, how bad does it get?

So it's like the third time to ask that.

And he says, well, they will crack and bleed in the winter if I don't daily keep these humidifiers filled.

Oh my gosh.

Wow, that's awful, sir.

That's one of the worst stories that I've heard.

So, I mean, does that hurt when it happens?

He's like, oh, yeah.

It says super painful for her.

He's like, how do you feel about that situation?

He's like, oh, man, that's why I do so much work to keep all of these humidifiers filled so she doesn't have to experience that.

Then I asked him, well, how does that make you feel?

And that was the moment this gentleman got misty eyed.

And he says, man, I feel awful that she has to go through that every winter.

I said, if we could make the whole house more humid and a lot more even humidity throughout the house so you didn't have to carry a dozen gallons of water every single day, get rid of those loud things, clear up your floor space.

But more importantly, it would improve your wife's hands and her health.

Would that help you?

He says, yes.

And that's the moment we found an emotional connection that he was taking action on.

Because when we came time to present pricing and the solutions, we showed him a project that had every bit, had a steam, humidifier and everything included electrician, all the things.

And he was the one that said, I'm going to show this to my wife and I'm fighting for this thing because I don't want to have to go through this anymore.

And that was the sale, that was the conversation.

And so it was one of those situations.

The wife was literally, she's like a world renowned equine surgeon, right?

So he was like, y' all are like, right on top of lunch, I'm going to meet her right now.

I was like, cool, well, how about we hop on the phone in 30 minutes and when you're with her and we can continue this conversation?

He said, sure, no problem.

So we, we wrapped it up in 30 minutes.

And it was a $32,000 project with a fully, you know, fully modulating system, humidification, a full IAQ bundle.

And it was an incredible project because we connected to him emotionally with the things that were important to him, that were concerns enough that he got misty eyed when we were talking about him.

Now, it was not manipulation.

It was just asking enough questions and down a certain path to find out how big of a problem this was and how motivated he was to solve the problem.

Now the same thing can happen with you.

Every single home you're in.

Are there going to be some homeowners who are like, nope, everything's fine, everything's fine, everything's fine.

Temperatures are fine.

Nobody has allergies, nobody has asthma, nobody has respiratory issues.

Humidity's fine.

Yes, there's going to be some of that.

But what you're going to find, listener, close it.

Now, family is more often than not, you're going to come across something in somebody's mind that is dramatically important and we've got us to be.

Train yourself to ask those questions and picture what life is like, wow, what can you not do because of this?

What could you do if this was solved?

Type of questions and then wrap it up with, if we could improve that, would that help you?

And they'll Say yes.

That's when you say, okay, listen, I don't know what we can do just yet.

I've got to grab some measurements, see if I can diagnose the problem, then I'll show you what it's going to take.

And then they're excited about the solution.

And your three bids.

Objection.

Goes away.

Your price.

Objection goes away.

Not completely, of course.

They're still going to have some of those every now and then, but you will find such a dramatic lower number of them that it will blow your ever loving mind.

So that is step one.

We've got to get an emotional connection in your process.

And that will, in its own create a massive amount of urgency.

Because now when you start talking about this conversation, we're showing them that where they think they're living is much where they think they are is much higher than where they're actually living.

The problem is much larger than they think it is because they just have gotten used to it in their home.

So if we can show them that wow through comments like, wow, most people don't have to live like that.

Oh my gosh, none of your neighbors experience this.

Or even cooler is like, oh my gosh, several of your neighbors experience the same thing and they don't anymore because we worked with them.

That's a powerful statement.

Right.

And it's bringing in social proof.

And so then also, not just that we're not just exposing the pain points, we're also, once we do our measurements and come back around, we're showing them how what.

And painting the picture of what life is going to be like once the problem's solved.

So when we presented everything, we reminded them about the problem.

So this is to fix your wife's lizard hands so she doesn't experience this anymore.

It's going to be even humidity through the house you're not going to have.

And so I'm painting the picture.

You're not going to have to carry a dozen gallons of water across the house, potentially dripping it and spilling it on your really nice wood floors.

You don't have to deal with any of that anymore.

It's going to give you way less work, way more peace of mind.

You're not going to have to deal with the noise from the humidifiers.

Just knowing that the whole house is going to be the right humidity all the time.

Most importantly, your wife's lizard hands are going to be dramatically improved because the humidity in the house can be anywhere you want it set.

And that was the conversation.

Did we go into technical details about the humidifier?

No, we didn't, didn't need to.

It had nothing to do with the technical details of the humidifier.

It had everything to do with the benefit lens and solving the problems he said they had.

So that is step one.

Now this takes some practice.

Of course.

You have to give yourself permission to sink into the heart level.

You have to give yourself permission to feel, ask question questions that involve feeling and emotion.

I know that's a foreign concept for most of us.

We came from a technical background.

But if you want to excel, get good at this, get, get comfortable with feelings and emotion and your life will improve.

So that is the, that is the mindset or, and a very applicable way to think about part one of this conversation.

Is this helpful so far?

If this has been good so far, I would love, love, love if you left me a five star review and on wherever you listen, that would be great.

And this is just a tiny, tiny, tiny snippet of what we cover in the, in the program, right?

In the sales process.

When you, when you come to the training or you have me out to your company or one of my trainers out to your company, then this is what we go through in depth, right?

So you're literally leaving millions of dollars on the table if you're not doing this.

So step two, here's an exercise I want to give you.

I actually learned this one from at Profit Rocket this last year.

If you've listened for a while, you know, I was a speaker there.

But I learned this one actually from Victor Rancour.

Thank you, Victor.

You are also a rock star in our industry.

But this is a killer exercise and I adopted it and I've been training it ever since.

So here's something that you can do every single day if you're by yourself or with a team is every single day at the beginning of the day, come up with the top five reasons why today is the best day to buy.

If you can't come up with five reasons you're not thinking hard enough.

And I'm going to walk you through a few because I want to help you see that they're zoomed out a bit more than what you think.

Right.

So the top five reasons why today is the best day to buy.

And you're going to do this every single day.

That way you're preloaded with responses.

When people come at you with, well, I don't know, I want to think about it.

Well, we're just not really in a rush.

So you can automatically on autopilot, be able to Answer that with a handful of reasons why today is the best day to buy.

So here's number one.

I mean, this is no particular order.

They can be anything.

But one of the reasons could be right now is when I'm recording this on February 13th.

What I know and you know is, hey, we haven't gotten hit with the price increases just yet.

So, Mr.

Homeowner.

And you frame.

It's all how you frame it, too, instead of just trying to browbeat somebody.

And so the prices are going up next week.

Well, that sounds stupid.

So unless you have an actual, like, print off an email from your supplier that says, here's the date the prices are going up, which I would absolutely print that off and show them.

But then don't fabricate something.

This has to do with integrity.

Do this the right way.

The right way is Mr.

Homeowner for over 10 years.

I don't know if you knew this, Mr.

Homeowner, but our industry, every single year, usually right around February, mid February, we get a price increase.

And that has been Mr.

Homeowner, do you have any idea how much that has averaged for over the last 10 years?

We're asking them.

They're going to say, well, no, probably not.

And so we'll say minimum, Minimum for the last 10 years plus has been at least 6 to 8% a year every single year for the last 10 years plus.

So what that means is if you wait, you're going to have to pay at least 6% more than.

Than you're paying right now.

And then do the math for them.

Grab your calculator, have them, in fact, even better, have the homeowner grab their calculator, say, Mr.

Homeowner, do this exercise with me right now.

We're looking at it.

We're just going to take some average numbers.

We're calling a $15,000 project.

And Mr.

Homeowner, multiply that by 0.06 and tell me how much you get.

Oh, that's $900.

Mr.

Homeowner, I am here to help you save money.

If you wait.

And this is no control of ours.

That's how the industry works.

I mean, you look at inflation, look at your shopping cart.

I mean, have you checked the price of milk, bread and eggs lately?

It's so much higher than it used to be.

So I'm here to help you save.

If you wait.

And those usually come mid February every single year.

Where.

Haven't got hit with that yet.

So if you wait, in your case, you'd spend $900 more.

So I'm here to help you save.

Reason number two is when you've got any kind, of course, any kind of rebates or financing promotions, use those timelines.

When you've got.

So let's zoom out a little bit, too.

When you've got a.

When it's a really hot day, those are easy.

When it's a cold day, those are easy.

However, you can use spring and fall as the reason because.

And I'm not talking about telling the homeowner, well, you know, our crews need something to do.

We've got to keep them busy.

So we need to cut your deal.

No, stop that.

That's devaluing your project.

What I am saying, though, is so, like right now, it's an unseasonably warm February.

So if you live in a part of the world where you know that there's more winter coming, you frame it like this.

Say, listen, you know, this is a really warm February right now, but you and I both know it's coming.

And when it does, it's going to be cold.

And we've got to have at least another cold snap or two this year.

The system, it's running right now.

But when these old things go out, when do you think they go out?

And they'll say, well, usually when it's the coldest.

So, yeah, absolutely.

So what can happen right now is One, you can $900 less than if you wait, and two, you can get the peace of mind that the project is going to be done before you get a cold snap and you're not going to have to deal with it being out for a few days.

What would that be like?

If it, you know, say it gets cold and we get busy, we can't be here.

Like, drop of a hat.

Do you want to have to go through that and tell your family you could have prevented this, but you just decided to wait?

Nope.

Okay, well, why don't we go ahead and do it?

Why don't we go ahead and get it on the calendar?

Why don't we go ahead and get it scheduled?

Right?

So that's another reason when you're in the spring, same thing, be like.

So spring, fall, same thing, be like, okay, listen, right now is the perfect time to do it because the ball's in your court right now.

We've got this promo going.

This promo, this whatever.

When it gets busy, when we get hot, when we get cold, what do you think is going to happen to one, our call volume.

And two, we have zero reason to incentivize.

So now is the best time to buy because it's the best price you're going to get.

Because of the spring, because of the fall, when it rains, have yourself a rainy day special.

When it's super hot and it's over 100, have yourself a high temperature special.

Now let's zoom out a little bit and think about this a little differently.

What is this is 2024.

What is this year?

It's an election year.

So without getting political, because it all has to do with how you frame it, this is an election year.

Mr.

Homeowner, remember what happened to the economy the last time we changed presidents?

And I mean, it doesn't really matter what their answer is, but everybody knows it went haywire, it's uncertain, the inflation went crazy, all these things.

So right now, Mr.

Homeowner, is the best time to buy before that change happens again because we have no idea what's going to happen right now.

Let's go ahead and do this.

Get your peace of mind and go ahead and get it knocked out.

The other thing that's going on is let's zoom out even further.

There's a freaking war going on in the world right now.

Two.

Two wars going on.

So you say, Mr.

Homeowner, remember what happened to the supply chain and the prices of all these things when the war with Ukraine broke out?

If they don't remember, they should, but they might not.

But that's when you can throw in a little bit of inflation is crazy.

The prices on everything.

A lot of that has to do with the war going on in the world.

Well, there's a second war now.

What do you think is going to happen to the certainty of the supply chain, the certainty of prices?

All of that's going to be going haywire.

Right?

Right.

That's why right now is the best time to buy.

So you can lock it in, get it taken care of.

I just heard about a program we can make nice, comfortable, easy monthly payments and you get it secured and locked in.

So the uncertainty around the world is not going to affect this.

Why don't we go ahead and do it right?

So there's just so many things, but come up with your own top five every single day.

Come up with the top five reasons why today is the best day to buy.

Have those preloaded.

So when you start to stack that on top of the emotional connection that you have now, you've got a recipe for closing so many more projects in the house that would have normally waited.

So I hope this episode was helpful to you because this is the.

This is the real deal.

This is what we've got going on in 2024.

This is how people buy.

People buy on emotion and feeling.

They're not buying on logic anymore.

Yes, there are some people that do, but for the most part, this is your 80% rule.

For the most part, people are buying on feeling and emotion.

If you don't believe me, just look at how Andy Elliott or Jeremy Minor are training sales right now, too, just on a global scale.

I'm doing this exact same thing specifically for H Vac.

So that's what I got for you today.

I hope that was value to you.

There's some, some.

I've got some fire in here because you need to hear it.

It's time to stop, like just playing patty cake.

Let's get serious with your profession.

It's time to get serious with your life.

It's time to become someone worth buying from.

Stop taking the easy way out.

Stop being just a little sissy when it comes to getting up and working out, when it comes to your nutrition, when it comes to doing the things you know you should be doing to stay in alignment with your core values.

Stop shortcutting that.

If you shortcut anything, you shortcut everything.

It's time to level up.

Let's do this together.

I'm here to support you.

I'm here to do it with you.

I'm leveling up as all of you are.

I'm so grateful for every single one of you that listen.

And yeah, it is time to take it to the next level.

So I hope that you got some value from this episode.

This is a little different way than I've handled urgency in the past.

So it's updated, it's for 2024, it's for the now.

And yeah, so great conversation.

Make sure you email me.

I go to closeitnow.net, you can email me samoseitnow.net go to the join the Facebook group.

Get in the conversation there.

Also, make sure you get with me really soon because the first handful of first five people who get their ticket for the event, March 21st and 22nd, you get some bonuses that are the same value as the ticket, which is wild.

I'm.

I'm including so much for you because I want you to be there.

I want you to be successful.

You have no idea how different your life will be until you get to this event and then you experience it yourself.

And that's what I'm trying to communicate to you, why it's the best thing that you can be doing with your March 21st and 22nd.

Sam Wakefield here.

Thanks for listening.

Until next time, everybody.

Go save the world one frostbite at a time.

Go save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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