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.

All right, welcome back.

Sam Wakefield here.

Close It Now.

I am in my studio again.

We'll welcome to the first episode of season number four.

Congratulations, you made it this far with me.

I am excited that I made it this far.

But yeah, we are.

Wait.

We flew past 100 episodes here this last month and it has been a fantastic ride, a fantastic journey.

If you're listening, when this episode drops.

Yes.

Last week we had an off week because we rounded up the profit rocket event.

It was amazing.

I'm gonna do a whole episode on just some takeaways and some nuggets that I got from there.

But this episode is very timely.

It will release in the beginning of October 2023.

And I'm getting a lot of questions.

In fact, I put up a post within the Facebook group.

So if you're not in the Facebook group, you got to get there.

It is an incredible group, a supportive community of like minded top performers just like yourself that want to see something different.

They want to achieve.

They're tired of mediocrity or even just being good when they know that they could be great.

And that is what this group is.

It's a group of us just coming together.

I do a ton of training in there.

I just give and give and give.

So much value.

I can guarantee you won't feel like that you're not getting enough value from that group, that's for sure.

So find the Facebook group on Close It Now.

Just search Close it now on Facebook.

It'll come right up.

And yeah, so I put a post in there asking about if you could narrate or pick the topic for tomorrow's episode right here, right in the beginning of October.

What would that be?

And the theme keeps coming up.

How do we become in fact somebody in quotes put a hunter.

Somebody else was like, hey, let's talk about what we talked about the other day.

Well, he had texted me, we were talking about this very topic.

It's when things slow down, especially in 2023.

If you felt that crunch of, hey, there's a lot less leads coming in.

Why?

What's going on?

Well, the industry's right sizing the last several years, it made it too easy and it created a bunch of lazy, lazy H Vac people.

And so now as the industry right sizes and goes back to normal after the boom that we were just in and on the heels or on the beginning of what some people are calling a recession in the economy.

So I tell you, when the reset I learned it one of the couple nuggets I learned at Profit Rocket and just it's an expression I heard Victor Rancour say a couple times.

He says, if there's a recession, I choose not to participate.

And a ton of the owners were saying that we're not going to participate in the reception.

We're going to expand, we're going to grow, we're going to multiply our revenue.

And the other thing, and this is what it what applies to this episode is he said a few times he's like, your company's dependent on the weather.

I am the weather.

I create business everywhere I go.

And that's the mindset that you have to have.

Here's the thing, I've got my notes here.

If you hear the pages rattling, we're doing the old Paul Harvey man page two.

And now the rest of the story I prepared for this episode.

We have got some serious notes going on because I don't know if you knew this.

I just spent a bunch of time in Salt Lake City recording with none other than Sam Taggart.

Now, if you don't know who Sam Taggart is yet, you will.

You will know he is the number one trainer for door to door sales in the United States.

See if you've listened to this podcast for the last several years, you've heard me future cast, a little bit of what's going on.

I don't know of anyone else that's a trainer in the industry that has their pulse on the economy and on the marketplace and how people are buying.

At least not more than I do.

I'm constantly in the field.

That's why I do so many ride alongs in all the different parts of the country.

When I come to your company and I train and if you want to know how to get that to happen, reach out to me.

The data is in.

Every single time I'm out as a company, we're closing above 70% close rate average tickets are up 20 to 30% every single time and it stays there because we're learning new psychology.

It's not just sales tips or tricks.

I saw a post in a Facebook group the other day.

How come all these sales gurus come out and they can't.

Somebody paid this guy a lot of money, I don't know who it is.

Went out and closed 9% while he was there doing ride alongs.

Are you freaking kidding me?

It just feeds the horrible methodology that those who can't do it teach it.

Well, that's 100% not the case with me.

If you have experienced that, you know it's to be true.

We get business done when I'm on site, so just email me samoseitnow.net but I have spent a bunch of time recently working with Sam Taggart and we have recorded the first announcement I have for today is which I'm really excited about.

You're going to see a lot about it coming up.

But I have recorded the entire.

If you've been asking about the close it now sells system, the close it now sells process, how in the world are we getting 70% plus close rate on once it closes?

We're just not getting the three bids.

Objection.

We're not getting the price.

Objection.

We're just not getting the objections.

Because when you have a well executed, well built cell system built in psychology, you don't get those objections at the end.

You become that trusted person in the home.

So if you want to know what that sell system is, I just recorded it.

It is now an online, online course.

And right now there's a super quick introductory price that's dirt cheap.

You can go get it right now@h vacdoors.net that's h v a c d o o r s.net that will take you directly to the link and it is H vacu.

Just click that link, purchase that course and in that course it actually goes over some of the scripting that we're going to cover in today's episode.

So let's back up a little bit.

First of all, what's in your cup?

Let's get there.

So stick around.

I'm going to give you a door script.

And more importantly, don't turn this episode off.

If you heard doors and you thought, oh I don't need that, you're wrong.

If you heard doors and you thought I'm too good for that, you are also wrong.

I'm gonna drop some truth bombs on you in this episode that will hopefully open your mind.

So Raise your hand right now if you commit to me during your drive time university to keep your mind open.

Remember your mind is like a parachute.

It only works if it is open.

So raise your hand if you commit to me.

Listen to the whole episode.

I'm gonna give you some very usable information.

I'm gonna teach you how to, to do this.

But also I want you to be open to it because as an industry we have, believe me or not, and if you have only ever been in H Vac, you think, oh my gosh, I work so hard.

But I'm here to tell you we have the laziest people in an industry compared to any other trades and home improvement services.

And I'm here to bring the fire to you to help you grow and help you realize you're wasting hundreds of hours a year, thousands of hours a year that you could be using as productivity time.

You literally turn, you could double your entire income like so easily or more if you just understood this concept.

So that's what we were going to dive in today.

You're going to hear me preaching it from the mountaintops.

The that door to door H Vac is here and it's here to stay.

In fact, I'm going out to prove it.

So I'm going to go prove it.

I'm going to record the numbers.

I've got some people that I'm going to be working with directly.

If you want to be one of those people, email me samoseitnow.net I'm taking on just a handful of people to work with directly and we're going to prove that, that no matter the time of year, you can turn on no cost leads and appointments on command any time of year.

So we're going to prove that and I'm going to show you how.

But today's episode we're going to go through, going to go through some overview of just what that should look like on the door.

Raise your hand if you're like man, I don't even know what to say.

Well, we're going to cover that today.

So, so go to h vacdoors.net and go pick up your version of the close it now online course.

It is absolute fire.

It is the course that people all over the country are multiplying their income by following the system because the system works.

So also in that course, Sam Taggart and I, it's Sam squared, we role played a bunch of these scripts on the doors so you can hear exactly what it sounds like.

In the future we are going to be recording real live demonstrations on the doors as well to show you that it does work.

So we will prove it to you.

One thing that I did not know until a few years back is there are hundreds, listen to me, hundreds, hundreds of people across the country that work in all different trades, alarms, pest control, solar, you name it, that are doing door to door sales.

Their personal income is over a million dollars a year.

I'm going to say that again.

There are hundreds of people across the country whose their personal income is over a million dollars a year.

Not a single lead from the company strictly on doors.

I am here to tell you you can get rich.

You can get wealthy by literally just walking around and talking to people.

I can show you how and that I'm so, I'm excited.

That's what's going on.

Changing the game, changing the industry and doing something that's proven.

So it's not like it's even a new invention.

Just nobody's done it in H Vac because, oh, we're too good for that.

Well, I used to think the same thing.

So I'm here to tell you, when I point at you, I've got all these fingers pointing back at me because that was literally my mindset for a long time.

So that's the episode today.

Let's cover what's in your cup.

Lately I have been digging.

I actually bought, if you heard the episode when I was in Arkansas, I bought in Fayetteville.

There's Onyx Coffee is a nice local little coffee chain and they are incredible roasters.

So I bought one of their beans for sale is called Obsidian.

So Onyx Obsidian, you can order it online.

It is a dark roast.

It is freaking delicious.

It's like 30 bucks for a pound.

But it was worth it.

I wanted to try it.

It was amazing.

Highly recommend.

It's incredibly complex in its flavor profile.

Very nutty and yeah, it's super exciting.

So the obsidian from Onyx Coffee is definitely the clear standout of all of the beans that I got from them.

So Onyx Coffee, Fayetteville, Arkansas.

Go order some beans.

If you're a coffeophile.

Like I, I need to look up the real word.

Somebody, if there is a real word for coffeophile, message me, pop me a Facebook message or send me an email and let me know if there's a coffeophile word.

So super interested in that.

But let's get into today's topic.

It's doors for H Vac.

The misconception that we have is oh, I'm too good for that.

Or the misconception that people will, they'll think bad about your company, that they're going to think bad about you.

All of those things.

Well, all of those are absolutely not true.

That is just a story you're telling yourself because most of the time we have to remember I am not my customer.

When we're like, oh, I get so mad when people knock at the door.

Well, you're an anomaly.

Most people don't.

Will there be a few of those people?

Yes, absolutely.

But out of hundreds of people that you talk to, there's only a handful that get angry like that.

And we have to remember it's their problem, it's not ours.

One of the most incredible things and the most beautiful things that I love about Door to Door is the first thing you have to understand when you are waiting for marketed leads and when you're waiting for Google leads and face to social media and all the digital ad spend that we do, all of those marketed leads, that's literally 3% of the population, right?

So that's 3% of the population that have already raised their hand.

They reached out and said, hey, I need this service.

Reach out to me.

Right?

So 3%.

Something's already broken.

What is anyone doing with the other 97%?

Nothing.

No one is doing anything with the other 97%.

What does that mean?

I mean, take even a small town that has, I don't know, 15,000, 20,000 people.

In a town you have hundreds and hundreds and hundreds.

You have a few thousand homes that you could.

You have a few thousand homes that you can knock on that door and talk to that person.

Every single one is an opportunity.

You just have to know how to have the conversation.

Right.

This is the 4 minute mile for H vac.

No one has proven this model, so nobody thinks it's possible.

I am here to tell you that that is exactly what's going on.

So when I'm doing my on site trainings and coaching, this is part of what we're doing.

I'm showing business owners and sales managers and everyone how you can literally multiply your income.

We can bring in a massive team of salespeople in no time where your only job is going to be racing to keep up, to build out your install department, to be able to handle the amount of volume that we are going to be bringing into the organization because of this model.

This is how companies are scaling in quantities of 10x or better from this very model.

So super jazzed about it.

This is where our head's going to be for a minute.

It doesn't mean we're abandoning the sales system and the sales process.

It's only going to reinforce it because we, we know people buy from people they know like and trust or their friends know like and trust.

And so that is a big part of what we're going to use in the psychology of how doors work.

So remember, it doesn't matter.

One of the biggest scares or the reasons people don't like doing this is fear of rejection.

Well, if you are in sales and you haven't got used to getting a no yet, get used to it.

And I tell you, going out on a few hundred doors will absolutely get you past the no, the fear of hearing a no.

It just totally does because you get those reps in really, really quickly and then you don't have to jack with it anymore.

It's not going to bother you.

Somebody says no, it's like a no now to me, just sounds like a not yet.

It's like, oh, great.

That just means I haven't explained myself well enough.

You don't understand it well enough yet, right?

The second you hear a no, it's like, all right, now it's time to actually go to work.

After the first no, that's when we get started.

So what I love it is let's break down a little bit of mindset real quick.

Because in our industry, we've been, if salespeople are dinosaurs, right?

And dinosaurs in dinosaur or just animals, right.

Cells in atrac for the last, ever, forever, they've been basically herbivores.

Herbivore is what, somebody that just eats, or an animal that just eats vegetables, just eats plants, right?

They're not out, they're not hunting, they're not killing all of those things, but in order to increase your income.

In fact, this was a direct quote from a guy named Gary in the Facebook group.

How do we become a hunter?

Well, it starts with mindset.

It starts with mindset.

We have to have the mentality of a closer.

Our mentality is, and this goes for every single appointment you walk in.

Write this down.

This is your mentality as a closer.

Because we know there's never a good time to buy, right?

So that's one of the things we're always overcoming is there's never a good time to buy.

Especially here in the fall, in the spring, when it's the shoulder months, urgency from the homeowners perspective goes away.

So part of creating that is our own urgency, our own mentality.

So write this Down.

The mentality of a closer is I'm here now, let's make it a good time to buy.

I am here to do business.

If I'm here now, this is my window.

Let's just turn it into a good time to buy.

I'm here to do business.

I'm here to help you and to help you right now.

So when that is my mentality, I'm not accepting a.

Well, just email this to me and we'll look at it and call you in a few days.

I'm not going to accept.

Well, we've got to think about it.

Well, we've got to get other bids.

I'm not going to accept any of those as the final answer because I know it's not and they know it's not.

We just have to help them see past that.

So that's the first concept is you have to become a hunter.

You have to become.

I mean, if you're commission only anyway, why would you limit yourself by just being of the mindset that, well, if I don't get leads from the company, all I'm going to do is just bitch and moan about it.

But I'm not going to go out and get in front of people with my opportunity.

I'm not going to go out and get in front of people to peak interest and to create business.

I'm tired of everyone complaining about the results they're not getting from the work they're not doing.

This is a hard truth episode.

I'm here to spread the truth in love.

I love every single one of you.

I want to see you all become millionaires.

I want to see you change your family tree.

I want to see you so completely change the dynamics of your personal and your family's income that you become that investor.

You become the person that when you know somebody in your family needs open heart surgery, you can write that $200,000 check and just take care of it.

Be that person in your family where you can completely transform your entire core family and friends group because you chose to be someone better.

And this is an avenue, this is a vehicle to be able to do it in.

We're already in one of the very best industries there is in H Vac and home improvement.

Right?

We're in one of the very best industries that there is.

So now let's maximize that.

So when you're just sitting around in the shoulder months, you're like, well, I guess I could start a side business.

Why would you do that?

You already know this one.

You're just not working for it.

Let's put in some effort and show you how you can make a million dollars a year.

That's what I want to do with you.

I want to help you see the fact that we need to become a hunter.

Develop a hunter mentality.

Stop sucking off the tit of the company for free leads and create your own.

Take radical responsibility for your life and your business and say, you know what?

I don't care if I get a lead, I'm going to go find one.

Because let me ask you this.

If I had a gun to your family's head right now and said, you have to make one sell today or I'm killing your family, could you do it?

If the answer is yes, then that just means you're not putting in the work any of the other time.

Ooh, that's serious.

Right?

When I started to get this mindset a few years ago, everything changed.

When I got the mindset and just really, it got ahold of me and said, okay, if under those type of imagine, you know, imagine scenarios, somebody said, if you have to go make a sale today, what is your certainty that you can get that done?

Otherwise you're going to lose something precious to you.

And I was like, well, of course I could get that done.

How would I do it?

So the question becomes, how could I?

How can I?

Well, of course I need to go find into a concentration of people who possibly might need what I offer.

Okay, well, we're talking about homes.

That is neighborhoods, right?

So the other thing is, I'd have to talk to as many people as I could.

My urgency would be there, but I wouldn't care if a single person said yes or no.

I just need to talk to a lot of people because I know somebody will.

That's my mindset.

Boom.

Okay, so if I told you that, would you be able to make a sale today?

Of course you would.

So stop acting like you can't when you're not in those stressful situations and just decide to do the work it takes to get there.

So before we even get into the rest of this, take that nugget and pause the episode.

Get your notepad out and write down all of the ways that you could sell a system today that are not taking a lead from the company.

What are the ways that you could make contact with people?

Open a conversation, sell a project that is.

That does not involve taking a turnover from a technician.

It does not involve getting a lead from your company.

That is your exercise right now.

Do it.

Pause the episode, Write those Down.

If you are not able to think of at least five different ways that you can get in front of a group of people or individuals or something.

If you can't think of five different ways, then this episode is definitely for you.

If you can think of those ways.

My question to you is, why are you not doing that?

Right?

Because we all know what to do.

Most of the time, we're just not doing it.

So that means here's one of those awareness things.

Here's the awareness spanking.

If I know about it and I choose not to do it, that is on me, and it's my fault.

Oh, I love this.

So hard truths today.

I love every single one of you.

I want you to grow.

That's why I'm bringing this fire.

All right, so when we become that hunter killer mentality, I eat what I kill.

I'm 100% commission, and that's the way I like it when I'm hiring people for my team.

That's always a question.

This is 100% commission.

Does that scare you or excite you?

And if they're not, like, hell, yeah.

That's the only way I would want it.

My answer to them is, you're not a fit for this team.

Because we only bring in people who are ravenous.

They just want to go out and just slay the numbers, go destroy the leaderboards and show what's actually possible.

So that is exactly what we're doing here.

So let's get into the pitch a little bit.

So, and here's.

And here's the thing.

I am not telling this.

I can already tell this is going to be a multiple episode series because there's so much here.

But the first thing is I'm not here to tell you if you've never knocked doors before, to go hit 100 doors.

Now, if you do that, you will get good fast.

I'm here to tell you I've done that.

I've done thousands.

I've done hundreds in a day.

So when you can do that, man, you get good fast.

Now, where most people will probably start, and this is okay, too, start with your current appointments.

Every single appointment that you go to find.

If you don't have appointments, then find the appointments that your technicians are at and go knock on those doors.

Go sit in the house with them.

Just sit and have conversations with homeowners while the technician's doing the work, while they're fixing or repairing or just the seasonal tune up, Just go sit and have conversations with homeowners and just start naturally asking Them discovery questions.

Your mindset is not that I'm here to sell something.

Your mindset is I'm here help and if they buy from me or not, no big deal.

Now they're going to be educated.

And when that's your mindset and you're there truly to help and you don't have commission breath, that is when the most sales are made because people truly feel that you're there to help them.

So start there, go to all your seasonal tune ups with your technicians and just sit in the house with them.

Just start having conversations.

Now next to that is every single time you're on an appointment.

If this is your appointment, if this is an install going in, if this is you don't have appointments or installs going in and this is just the service technicians, you're going to start on those doors.

So we're going to do what's called the six pack or some people call it the golden tee.

So you're going to knock on the neighbor's doors, both sides.

Then you're going to go directly across the street, you're going to knock on that door and you're going to knock on their neighbors doors so that you're hitting of course the house that you're in and then five others directly surrounding it.

Now when it is an install, when it's something, the easy way to knock on that door and have the conversation, the conversation is going to sound like this.

And most people actually stop too soon in the conversation.

Normally the conversation sounds like hey.

And when you're giving away a business card, always give away more than one.

It's got to be two or three.

Give multiple cards at a time.

That way they can keep one and they can pass them on.

So there's a ninja trick hint for you.

Also if you don't have your own picture on your business cards right now, get them on there.

Make sure your picture is on your business cards.

You're missing a massive amount of business if you don't have your picture on your business card.

So also make that change immediately.

Do not wait.

Success happens at the speed of implementation.

So when you knock on those neighbors doors, you go across the street and you knock on those doors, here's what you're going to say.

Hi, my name is Sam, I'm with ABC Heating and Cooling.

We're working at your neighbor's house across the street.

I just wanted to take a quick second to introduce myself, let you know we're helping them out.

Do you know Sally?

Yeah.

So talk to her.

She'll tell you about what we're doing over there.

We're going to be helping her with some really cool stuff.

But I wanted to let you know we're probably going to be doing the work on these days.

We take pride in our neighborhoods that we work in.

We always try to leave them cleaner than we find them.

But here's my card.

If anything blows into your yard, please let me know.

If you see anything out of the ordinary, please let me know.

I'll be here immediately.

We'll get it cleaned up.

Because we really take pride in our environment, in the neighborhoods we're in.

The next thing is just super quick.

As a courtesy to.

To this neighborhood.

I don't know if you've seen our trucks in the neighborhood.

We've been in the neighborhood a lot lately.

As a courtesy to your neighbor, what we're doing is we're just offering a free energy evaluation to all of their neighbors.

So basically what that means, we're just going to check a couple things on your system, make sure it's working right, make sure it's working functioning properly for you.

Again, that's free evaluation.

Not here to sell you anything.

If we do find anything and you want a proposal, you have to ask us for it at the end.

Otherwise, you just got good information so you know what you're dealing with.

You know the condition of it.

That way, when the time comes, you've already got my card and you can just give us a call.

Sound good?

And they'll say, most of the time, they'll be like, oh, yeah, sounds great.

So perfect.

So it won't take super long.

What are you doing right now?

That's always the first ask for time.

What are you doing right now?

Oh, yeah, listen, it's not going to take but just a couple minutes.

And then what I'll do, I'll grab some measurements, I'll create that energy report that we can schedule a time to get together, and I'll go over it with you.

We're going to be here for the next few days anyway, working.

So we're going to be here.

Let's go over it.

That's one way to do it.

Makes it nice and simple.

You know, we're not forceful.

We're not selling them anything.

We're providing the energy report, which is basically, when you do this, you're just going to.

You're going to notate the age of the system, the condition of it.

Some people will roll in, like free filters, that kind of thing.

If you're wanting to really Get a value add there, but it's really up to you.

So that's when you're knocking for neighbors, right?

You're knocking for projects.

You're knocking with your sales appointment.

That's when you're knocking neighbors.

Listen, we're going to be working next door.

We're going to be helping Jenny out.

We're going to be helping Bob out, We're going to be helping Jose out.

Whatever it is, we're helping Rodney out.

I just wanted to make sure if anything blew into yard, please let me know.

We take pride in our neighborhood.

And as a courtesy for them, we're just offering a free energy evaluation for all their neighbors.

What time works best for you?

And that's it.

That's all we're doing.

Right.

And so that will get you in.

Out of every five people you talk to, somebody's going to set an appointment.

At least the better you get at it.

More will than that.

But that's about the numbers.

At least right off the bat, you're going to see 20% of people that you talk to are going to be setting appointments.

Yeah, Sounds great.

Right?

Yeah.

We've seen your trucks.

Oh, my gosh.

Yeah.

This is so cool.

Thank you.

Right.

Because when we truly approach it with serving, you're not going to get a bunch of angry people slamming the door in your face.

It just doesn't happen.

I'm here to tell you, after knocking thousands and thousands and thousands and thousands of doors, that does not happen.

So if you trust me from listening to this podcast, I'm here to tell you the truth.

All of the fears that you have about this are only in your mind and they don't actually exist.

So that's step one.

I just want you to.

There's so much to cover in this topic.

What I want to do is to really go through.

In fact, we're going to go through and do a live Facebook live training on this also so you can actually ask questions in real time.

We're going to do it in a kind of a roundtable style.

I'm going to get some really good door people into that.

So make sure to join the Facebook group.

It's going to be fire.

I love it.

And I love it when we do these because you can literally in real time ask us a question and we'll be able to role play that or answer the question or handle it like right then so you get that fast instant response.

If you drop the questions later on the video, then we'll usually make more content about that.

But it's delayed.

So that's how to get real time answers to the questions you have is join the Facebook group so we can talk about it right then.

But this is such a crazy topic right now because nobody is knocking doors for H Vac.

Everybody's complaining about not getting leads and appointments right now.

Everybody.

And nobody's doing the work it takes to do this.

So, yeah, so let's get into a little bit more.

So there are five, basically five sections to the pitch.

The door pitch is a little bit different now.

Your posture has to be such that, listen, if you buy it or not, it's no big deal.

It really doesn't matter to me.

Right.

But we have to make their rejection because people are busy.

You know, there's never that good time to buy.

Like we talked about, people are busy.

So what they're going to be doing is trying to get us off the porch.

Now you're going to find that with H Vac we have way more interest than any other types of industries.

And one of my favorites, when we go through the list of the five steps of the pitch, the first number one is break preoccupation.

I mean, people are already busy.

They're doing something in their house.

We have to, for a moment, in just an instant, capture their attention and make them forget about whatever they were doing inside long enough to have their frame of reference and their attention onto us for just a couple minutes.

So that's exactly what we're doing with break preoccupation.

So that's step one.

Step two is the problem.

We've got to like, really clearly point out a problem, even if they don't think they have one.

So there's some really great word tracks I'm going to take you through to help them see the problem.

Number three is offer the solution.

So the number four is we've got a pullback or a takeaway which makes them come forward into the offer and want the offer.

And then number five is the transition.

And number five is the part that most people miss.

Most people get wrong.

Because one through four is really, there's no opportunity for people to say no to you yet.

They're either going to close the door right away, which is fine, we just go to the next one.

Because remembering there's thousands and thousands and thousands of leads, all we have to do is knock on another door and understanding that we will never run out of leads.

If we knock doors, even if you're in the same neighborhood and you knock the same doors, you can go through that neighborhood 30 times and still not talk to every person because not everybody's going to be home.

So there's thousands of leads.

If I told you there's 10 grand in a bag in this neighborhood, I threw it in there this morning.

The catch is it's behind one of the doors.

You just have to go find which one.

And you could do that every single day.

Would you do that?

Absolutely.

Right.

At least I hope you would.

If you're a hunter like me.

I know I would.

But that's totally what happens.

There's thousands and thousands of dollars in money bags in these neighborhoods.

You just have to go find them.

And the only way to do that is knock, knock, knock, knock on that door and it will open to you.

This is a biblical principle.

Knock and the door will be opened.

And it's very, very true.

So number one is break preoccupation.

Number two is the problem.

Number three is the solution.

Number four is the pullback or the takeaway.

And number five is the transition.

So let's go through a little bit of this.

This is going to be just a super high level of overview once you have some reps on the doors.

So you're going to get yourself a counter.

Just get an app for your phone.

It's the counter app.

And you want to set up several categories.

One is just doors, number of doors you knock, that's if they answer or don't.

The second one is number of conversations.

So qualified conversations, this is not people that are renters.

We don't count those as qualified, but these are people who are the homeowner and that are in the house.

So we have the number of conversations.

If they say, they open the door and say, hey, not interested in.

Close the door right away.

That does not count as a qualified conversation because you're going to have some of those too.

Okay, no problem.

We just move on.

And then you're also going to count number of appointments, so you're scheduling appointments or number of times you actually get in the house.

So there's two different avenues that we're going to take you through.

So that's what we're doing in this episode.

I'm going to give you a couple of the right verbiage for breaking preoccupation.

But this episode we're basically out of time because I don't want to go super crazy long and I want to turn this into a multi part series.

So this is episode one.

So season four.

Episode one has become the door to door episode because it is the way to get Zero cost leads any time of the year.

If you're willing to put in the work.

If you're willing to, and I can guarantee you, I've proven this over and over, I could go out with you.

And every single hour we're out on the doors, we're going to set minimum of probably three appointments, you know, one to three appointments, minimum.

Every single hour we're on the doors, one to three appointments.

Think about that.

Even if we just did one appointment, say we're out for three hours, five days a week and, and we just do one appointment every hour.

We just now set 15 new appointments and we know they're qualified because we qualified them every single week.

Now if you are.

So let's do some math here.

We've got 15.

If you close at 30%, call it, that's still five of those are going to close every single week that you didn't have.

And if you're at a company, which most companies should, if you're at a company that pays you more for self generated leads, you just now made five sales a week that were at a higher commission than what you make from the company leads because they're self generated.

And surprise, surprise, your closing rate is going through the freaking roof.

Because those don't count until you just plug them in directly in the sold column.

So they're not counting against you if they don't sell.

They're only counting for you when they do.

So now this turns into just an insane close rate because now your numbers are higher and higher and higher and the company's going, wow, what's going on here?

Where did you get all this business?

And you say I am a hunter.

I decided to become a carnivore and create my future for myself.

I was tired of waiting around on the company leads because I know there's thousands of people I can help today in every single one of these neighborhoods.

So I just went out and found them myself.

What do you think the owner is going to say to that?

Hell yeah, let's go.

Right?

Let's multiply this.

Right?

And so that's it.

So a couple breaking preoccupation and we're going to do another episode where we really dive into the scripting.

But this is the one I wanted to give you.

Mindset surrounding doors.

It's okay.

People do not look down on you for it.

And even if they do, who cares?

Because I guarantee you will be making more than anybody that you knock on their door.

You can knock on lawyers doors and doctor's doors and all of these things and you will be making more money and changing your family tree, but literally with way less stress.

Because we're just walking around and talking to people.

And the cool part is they're not in shopping mode that you are showing up to help them and serve them.

They're not going to be getting other bids.

All of the things go away and you can sell at whatever price you want.

Because of our model, it works.

You don't have to just drop your pants and discount on all of the shoulder months strictly because you're competing against other deadbeat companies that do that now.

You're creating your future.

You're finding your own business and this is the way to do it.

So breaking preoccupation.

You know, one of my favorite ones has always been, and I've literally closed hundreds of thousands of dollars of business with this one opening line.

And knock on the.

And this is so easy.

If you, you know, if it, the weather gets crazy in your neighborhood and you just decide that you're too weak to go out and knock, then, then what happens is drive around and listen, keep your windows down, walk, go for a walk in the neighborhood.

That's what I used to do.

I used to go for a walk with my wife and you know, had young babies in the strollers and I would just take us to a different parts of the neighborhood every time we went for a walk.

And then I would listen.

I would listen for the condensing units and I would listen for the super noisy ones and I would just make a note of that address.

Or in the winter you can look.

We all know what the flue stack looks like.

If it's the old ass rusted out flue pipe coming out of the top of the roof, you know, that's an old ass furnace.

You know, they've got safety issues.

So make a note of that address.

Those are the doors you're going to go knock first.

They're the lowest hanging fruit.

So the preoccupation, breaking preoccupation is the easiest thing.

You knock on the door and hands up, say listen.

You know, I've got your hands up kind of in surrender mode.

Say listen, I'm just the air conditioning guy.

I don't normally do this, but man, I heard your air conditioner from the street.

How long has it been since you had that thing checked right?

And they're gonna be like, oh, I don't know.

It's like, wow.

If I'm hearing it from there clearly, that means time is inevitable.

It's coming Up.

I can.

Would you like if I could show you how we could get you some peace of mind knowing that that's not gonna break on you because when does it break?

The hottest time of the year.

Right.

If I could show you some peace of mind and get that thing taken care of where it didn't cost you anything, would you be open to some more information?

They'll say yes or they'll have a question, be like, listen, right now.

I don't have a ton of time to answer that question, but are you normally morning or afternoon people?

Right.

What are you doing later today?

So that's if you're wanting to just set the appointment and then go back to it.

If you're ready to go right now, you'll be like, well what are you doing right now?

Do you have 30 minutes?

And you just get in, just do it right then.

My level of urgency and my sense of urgency drives most people nuts, but it's what you have to have when you're a carnivore.

In our industry, nobody needs to wait forever to make a decision that's just dumb.

People don't take forever to think about it.

We have to stop assuming that same thing here.

When they're at the door, you're like, do you have time right now?

Okay, if not, how about today?

What time are you done with your work today?

Because normally they're working from home now anyway.

Okay, perfect.

What time are you done?

5:15.

Excellent.

I'll be here at 5:30 and we can, I'll just show you our super quick, you know what that might look like.

Do a super quick energy evaluation at the end of that.

Here's the thing, we're just going to give you that energy valuation.

If you want a proposal, you got to ask me for it.

But you know, that way because the way this thing sounds, it's inevitably going to go out.

Right.

I mean you would agree it's got some issues, right?

Yeah.

So that way you're loaded with good information so you can make a good decision when that time comes.

Or if you decide to go ahead and see what it looks like now, you'll have to ask me for that presentation for that proposal.

But we can absolutely do that either way.

So 5:30 today, work for you.

Perfect.

See you then.

And that's it.

So that's what we're doing.

And it's so simple.

It's so insanely simple.

And then you just go through the process like you normally would on a cold marketed lead.

It's the same process but now, if you follow the close it now system, what we're doing is we're able to, with psychology, smash the moment of rapport into the next, usually into about the first five to seven minutes.

Shoulders drop.

Rapport happens with that homeowner.

And I'm not talking about building stupid, weird, false rapport like, oh, you like the Raiders?

I like the Raiders.

You like the cowboys?

I like the Cowboys.

You got a dog?

I got a dog.

You play golf?

I play golf.

No, we're not talking about that stupid type of rapport that only turns people off.

We're talking about legitimate professional rapport which will pull them forward.

And then you're working together as a team to solve the problem.

And as you do that, they're taking ownership in the project.

They're telling you, this is what I want to solve.

They're asking you for the solution.

So by the time you get to the end, they're never going to price shop you because now they know you legitimately are solving the problems they said they had with certainty and with full confidence that those problems are going to get solved.

So if they decide to shop or if they come up with a price objection that, well, I got a quote last year and it was $4,000 less than this or $6,000 less than this.

In fact, shout out to my guy, Kenny Long.

He has closed a deal at $6,000 higher than his nearest competitor.

And she even price shopped him, but still came back because she had so much uncertainty that the other companies were going to definitely solve the problems she said she had.

And she had so much certainty with him that it didn't matter that it was more expensive.

She just wanted her problem solved with the least amount of headache, which proves this one, the system works and also proves that it's not about price.

Every single one of you that keeps telling me it's price, it's price, it's price.

I'm here to tell you you're wrong.

It's not about price.

Because I keep seeing this over and over and over in every single part of the country.

You're just not showing value enough.

That is the problem.

You're not connecting to them emotionally.

You're not connecting to them.

And clearly showing them what you do will solve their problems.

Or you're not even finding their problems to start with, because once you start doing this, all of those objections go away.

So this is how to find those free, free leads, or if you want to build out a knocker team, you don't want to do this Yourself then find you, you know, three, four, five people that are hungry.

Maybe teenagers, maybe college kids or just adults who understand the power of this and pay them like this.

Pay them $25 for every appointment they set, actually schedule.

Every appointment they schedule, 25 bucks.

And when that appointment actually sits, when you actually attend the appointment, the homeowner's there just for going to the appointment.

You're going to pay them another hundred dollars when the homeowner is there when you show up.

So $25 to schedule an appointment and then another hundred dollars every single time the appointment makes.

So you get somebody that just wants to work part time, there's some college kid or something, and they set, you know, 15 appointments in a week.

They're jamming because now they're making over a thousand bucks in a week, working super part time, which is way more than you can make at any fast food restaurant or whatever.

Also, you just got leads at a qualified.

Not just leads, qualified appointments at an insanely low cost, which is awesome.

And so this is what's breaking the industry right now.

Yes, there's a lot of, a lot of talk about AI and you know, all of what AI is doing for lead generation and how it's a better phone service and all that.

That's still only dealing with 3% of the population.

Right now.

We're swimming in the population of 97% of people that we can just go and talk to on command at a moment's notice and to turn that lead flow on the appointment flow any time of the year that you want to, at whatever level that you want to.

So we're completely changing the game.

So that's my episode today.

I am so fired up about this topic because we're going to completely disrupt this industry.

It's time to become carnivores.

It's time to go make things happen.

What you don't understand, the market is so big.

If you think because digital marketing hasn't worked in your ads and all of the ad spend hasn't worked and all the comp.

The our town's too saturated.

You are so wrong.

Because you're all of these hundreds or thousands of H Vac companies in a certain area, they're swimming in the same 3% of the population trying to be the bird with the brightest feathers or trying to be the baboon with the most red ass.

They're the one that screams the loudest.

But you're swimming in the same 3% shark infested waters as everybody else is.

Come out to the blue there's 97% of the population is not on the radar right now but would be if you had the right conversation with them.

And so I'm here to show you a better way.

I'm here to show you an easier way.

I'm here to show.

I'm not going to tell you it's easy, it's simple, right?

If it was easy, everybody would do it.

But that's why the ones that do this method are making multiplied times the income as everybody else.

So that is my message today.

If you got some value from this or any podcast ever, scroll down to the bottom and leave me a five star review.

That would help me immensely and you've got to get in touch with me.

So samloseitnow.net is my email.

Sam closeitnow.net just go to the website closeitnow.net you can also from there you can find the link to the online course which goes over the door pitch.

It goes over that in pretty in depth and also goes straight through the close it now sell system for in home.

So you can have that system, you can follow it and I can guarantee you your results will improve dramatically if you follow the steps in the system.

So you can, you'll be able to link to that from the website or just go to h vac doors.net h vac doors.net and that will take you right to the course.

Go pick that course up for the first 20 people that grab the course.

Message me and tell and show me that like your receipt or something and I will do a free coaching session with you just strictly for the first 20 people.

So go join the Facebook group Close it now.

Otherwise this has been an awesome day.

I am so jazzed about this episode and that's just the overview.

So if you got some nuggets from this, just wait till we actually get into the content because it is changing the game.

It is fire.

Otherwise all of you, I love you all, go out there.

Let's do something great today.

Go change the world one heat stroke at a time.

Go change the world one frostbite at a time.

Thanks for listening to Close it now with Sam Wakefield.

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