Welcome to Close it now, an H Vac sales training podcast with Sam Wakefield.

Here we'll build your reputation in residential H Vac sales to be the expert influencer in your market.

You'll get insight into the top minds in the industry as they share their skills and hacks to help you on your journey.

This podcast isn't just about selling more.

It's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

Now let's get started with your host of the Close it now podcast.

This is Sam Wakefield.

Well, welcome back everybody.

This is Sam Wakefield with the Close It Now H Vac and solar cells training podcast.

I am so excited about my guest today.

He is somebody that I have known for quite a while and while as for everybody who makes fun of the, the Texas H in there.

So, so this, this guest today is somebody that I've actually watched his journey from the beginning.

I remember we fought first, you know, like five years ago.

And is it.

You will probably know his name.

If you don't already, you will in the, in the heating and air industry.

He is a titan, quickly becoming a titan, helping people all across the country make changes.

And man, Mr. Mr. Nathan Goff, we got you zero to hero in less than five years.

And man, super excited to hear from you today.

Give us a little bit of backstory, man, what you've been up to lately and definitely love to hear, yeah hear about your journey and we'll, we'll dive into some of the things that you've learned along the way and, and what you're doing now to really help people make a difference.

Awesome, awesome.

What's going on guys?

Like he said, Nathan, golf.

Sam, thank you so much for reaching out and having me on, man.

It's been like a year and a half since I've been on one of these.

So it's glad to actually get back in the seat, you know, talk to people a little bit more and share some more stuff, good stuff with them.

So thank you.

Yeah, man.

A little bit about myself.

I live in a town called Galax, Virginia.

It's just a little small town.

We got a Walmart.

That's really about it.

Okay.

So I tell that a lot to people because as I travel across the country, I hear it's the area right same way here.

Well, I can't do something because what area I live in or where I'm at.

So the first thing I ever bring up When I talk to somebody is because we're in a population of 13,000, maybe 15,000 people.

So it's a small area.

Right.

And I had great success in a very small area.

So I never want that to be a limiting belief from other people I'm in front of, because the area doesn't matter.

It all starts with you.

And we'll get to that a little bit later on, but we'll keep on rolling.

With me, I've got a wife, two kids.

You got a beautiful family.

Got a little farm out here.

I started out, I guess it was.

I was 22 or 23, I think 23.

I started out in the trades, right, for a little company here in Galax.

It was.

It's mom and pop store.

Good owner at the time, but he sorted me out around nine bucks an hour as an install guy.

The kids then.

Well, I had one kid, one son, but I didn't have my little.

My youngest one yet, so it was fine.

And, well, but I was making like $296 a week.

Crap, man.

Like that.

If.

I don't know if you know, but like, even five years ago, that was no money.

I guess you're struggling.

Absolutely.

I told my wife, I was like, this is horrible.

Well, I went to the owner, asked for like a little bit of a raise, you know, because we found out that we was having now.

He's now my five year old, Benton.

We figured out we was having him, and I was like, man, I've got a child on the way.

I said, this just kind of isn't cutting it, so what can we do?

And he was like, well, I'll give you a dollar more.

And I was like, So I make $330 a week.

He's like, I guess, yeah.

So I was like, all right, yeah.

That'S more of an insult than a race.

Yeah.

Yeah.

And it was felt about it because at the time I was running, I'd got out of install right when he done that.

And I was running plumbing service, electrical service, and doing installs when they needed me.

But primarily the plumbing and service.

Plumbing service and electrical service.

And I told my wife, I was like, I don't know a lot, but I know that there's.

These guys are making way more than I am, because the time I didn't have a clue what you made in the trade.

So I was just getting a job.

Like, I didn't care about a career.

I just needed a job.

Like, that's all I had to have.

So I was like, I'm Done, I'm out.

So I actually.

I don't think a lot of people know this about me, but I probably.

I quit H Vac for almost a year.

I left the trades for a year and I went and worked in a prison up here in Virginia.

And I was a corrections officer in a max security prison.

And I've done that for about a year.

You know, it was not my favorite place to be, but hey, I was at least at 43,000 a year salary.

I had great benefits.

Right.

You know, a lot of that was good, but it didn't fill the cup.

Like, I still wasn't happy.

I wasn't like, oh, man, I love this, you know, sure.

From that point, I stayed there and I was in.

I was in the military also.

I'd done six years in the.

And I was there one year, one day.

And my buddy.

But one of my good buddies, he said, nathan.

And really the credit, probably all my success would go back to him because if he wouldn't have brought this up to me, I'd never started back in the trades.

But he was like, Nathan, you know, why are you in the prison?

He's like, you know how to do heating in there?

You know, somewhat about it.

He said, I knew nothing about it, but I'm a lineman, so I'm making X, Y and Z.

Just being alignment.

He said, I know you can make some good money and heat in there.

You've got to be able to.

They say the trades pay.

You should be looking.

Yeah.

So I was like, let's see what we can do.

So I just started looking.

So anyways, I'm looking, going through, checking everything out.

I come across a company called Jay's H Vac.

The owner's Jamie Vaughn.

Shout out Jamie Vaughn if you listen to this man.

But thank you so much for all you did for me.

He.

I mentioned that guy and he hired me, right?

And he hired me.

He didn't know much about me, had no clue.

I told him I didn't know nothing about service or nothing like that.

He's like, that's fine.

I'm gonna send you to a little tech school.

I'm going to get you certified to handle refrigerant.

And then I'm gonna give you a trip.

And I was like, huh?

Yeah, I'm gonna get so cool.

I get a truck.

Yeah, yeah.

So I called my wife and I was like, casey, I just got offered this and he offered me really good money, right?

Like, you know, I was going, you think going from $10 an hour to $17 an hour plus performance pay.

I was like, holy cow, now I can.

Based on performance.

Sure.

I was like, as long as I'm doing good, I'm gonna make more money.

Yeah.

Get that taste of the.

Your pay be being paid for what you're worth, not what somebody else says you're worth.

Yep.

So I was like, this is cool.

So anyway, I went to the tech school, come back, I think that Monday.

I walked in, he had a set of keys and got him out of his pocket, leaned up in his chair and tossed him at me.

I said, what's up man?

He's like, there you go.

I said, you'll figure it out.

I said, I'll figure it out.

Figure it out.

Well, I didn't know how to stock a van.

I didn't know how to do inventory on like I had.

I was clueless.

So I go to the back.

Never forget this guy either.

Mark Evans.

He was an old timer, right.

And he's still in the industry to this day.

He was in our install manager.

A great guy.

Some make some of the best duck work you ever seen.

Just a phenomenal, good dude.

And he took me out back, helped me load my van up, get my van situated and I was just off to the races.

I did that for probably two years there.

I'd say after two years I had a deployment come up with the military.

So I left for about six to eight months.

Yeah, I called my owner because I was coming back early.

He was thinking it was going to be a year as well as everybody else.

Turned out to be less than that.

And I was like, hey man, I'm coming back this weekend.

So I'll be back to work Monday.

I didn't take no time.

When I come back, I wanted to go straight back.

Sure, man.

I don't.

I wasn't expecting that that quick, you know.

Right.

Because they had to have somebody to take my spot.

So I didn't get being a tech at that point.

I went in and being inside sales.

So I was doing all the follow ups, all the stuff like that, anything with follow up on work, service work quotes, stuff like that.

And I think we were doing probably 50 to 60, 000amonth.

I was over the phone.

Sure.

That's when we connected too.

Yeah.

Then I reached out to you, we talked.

You could put me on the right path as well with that.

And then from there I started dabbling in commercial maintenance.

And then from there I ended up to where I did my last two and a half to three years at which was Comfort Advisor.

All the other stuff was great.

And I, you know, you can make great money being a technician.

You can make great money doing all that.

But I realized really fast that I was meant to be in more of the direct sales role versus trying to repair stuff.

I could repair, I could do that kind of work.

But, you know, these rockstar technicians, it takes them maybe 45 minutes to change a motor, right?

Or maybe even 30 minutes.

For me, it take me an hour and 40 minutes.

Like, yeah, I'm just not as effective at it as these other guys, which is really probably not a good thing, but that's how I am.

So I started really getting my feet under me.

And my owner was like, you're going to do a million this year.

And I'd heard about it as I'd listened to podcast and I was like, this dude from Virginia town, he's not going to do a million.

I really didn't, man.

I was like, there's no way.

I'll never see that.

And what do you know?

Five months later, I'd already hit a million dollars.

And I was like, holy cow.

So that was my first year and it wasn't a full year.

I think I finished out around 1.5, 1.6.

Next year was it like 2.3.

And I think the next one was like 2.7.

My last year.

You know, all that's great, you know, but, you know, I just tell people, you know, don't ever let the area that you're in, you know, hold you back.

So then I left out of that.

And, you know, since not being with that company anymore, I met with TJ.

Me and TJ's talk quite a bit, or actually before TJ.

Sorry.

There was actually a company here in our local area, 10 minutes across the other side of the mountain from my house.

And I went there to work for them.

And they're very small.

He just had started his own business.

We're the same age, though, so he reached out to me whenever he found out I wasn't working nowhere.

And he said, hey, man, do you want to come help me out?

So I went in and still sold for him.

I also helped run the business.

When we got there, we was at 200.

I was in September of.

I think it was last year.

September of last year was at like 250,000.

And then when I left, we was around right at 6.

650.

675, sure.

So tripled in size.

Yeah, so that was a pretty good statement as well.

And then I was Like TJ had messaged me almost at the end of last year, November, December I think that was when and we talked.

Nothing happened.

So we waited probably two or three months before this ever come about and.

Tell our listeners who 2Js if they don't know.

Yeah, that's probably one of the most, I don't know the best word to describe him, guys I've ever met.

Like the most genuine guy I've ever met in my life.

He's probably the best operator I've ever seen work.

You may not always like what he has to say, but he's always going to tell you the truth and he's never going to do you wrong.

I met a lot of people in my days and he is the by far, hands down the best dude I've ever met.

Because we hadn't met, never met me and TJ never met in person.

He'd only seen videos of me when I post them online.

He'd only seen me like through social media and he still like open to get me and me working to be a part of his team.

And that just says a lot about him, you know and we've done, we've been doing great traveling.

We're on the road every other week either together or he's somewhere else.

So you know.

Yeah, TJ Hartnett, he's.

He's a badass.

That's what he is.

Sure.

So for listeners to TJ Hartnett and Nathan, they are.

It's just the two of you, right?

Yep, just two of us.

Yeah.

So two of us with.

It's Flywheel.

Yeah, Give us a blurb on Flywheel and, and what you guys do.

All right, awesome.

So TJ and myself, we go around, you know, different companies have us out and then we'll do on site training.

So our trainings are going to consist of a few different things.

I'm predominantly on the sales side of it.

Right.

So any company that's a part of Flywheel, I handle most of the sales stuff for them.

I do all the sales coaching, technician sales coaching and then anything like that.

That's where I'm at.

Sure.

He handles all the office, the administrative, looking at your profit and loss statements.

Is your business running effectively?

Are you priced right?

Run the business, your technicians being out there, he can do technical training hands on.

That's where TJ is at.

That's what he does and wow.

So kind of a complete, complete solution for a.

Sounds like it.

Just a facelift for lack of a better expression.

Total remodel of a, A Company is both margins, profit, recognize the weak points and really, you know, polish those up and take them to that next level.

Right.

Exactly what it is, you know, and that's why I'm so, like, proud and honored to be a part of the team.

Right.

You know, there's other people out there, you know, great people that do.

Are doing great things as well in the training space or the coaching space.

You know, I don't never want to take nothing away from the people that's doing it.

But with us, we do it all.

And our hands, literally, between me and him, we can touch every single aspect of that business.

Yeah.

And that's what we do.

We don't just teach on one specific thing.

We know it all or we don't know it all, but we know just about all of it and we can handle all of it and.

Sure.

And serve the best.

And that's what I was looking for, you know, was somewhere where, you know, I may not know all about the P. Ls or I may not know about all this, but I got somebody that does.

That way, when I'm asked these questions, I can always serve you.

I don't have to go outside to find somebody else to serve you.

Sure, sure.

Yeah, absolutely.

So.

So when y' all do your site visits, y' all go together and really team up on the.

On the.

The organization.

Yeah, we do.

We will travel together.

That's per.

Like the client.

If they want both of us.

If they don't, like, say they won't marry, they won't TJ Then we'll single and go.

But the next month or two months, it'll just be me.

So I got a busy.

I got a busy next couple of months ahead of me.

Nice past that.

But the next two months are going to be really, really already booked out.

Gotcha.

So when you.

When.

When y' all do the assignments, is it specifically HV Is there a certain demographic that you're looking for?

Is it a certain size company?

Is it only H Vac?

What?

Who all can you serve?

Plumbing, electrical, heating and air.

Right.

Anything in the trades.

That's where we're at.

So like I say, plumbing, electrical, and H Vac.

Okay.

That really, you know, that doesn't matter.

You know, we work with companies over a hundred million dollars and we worked with companies at $3 million.

It doesn't really matter, you know.

Love it.

My thing is that you're ready to learn and you're ready to grow, right?

Sure.

Well, that's one thing.

Carry a lot of energy with us, right?

And a whole lot of energy.

So when we come on these on sites and stuff, we love it when we're greeted by the same energy that we're bringing.

Right.

Everybody's ready to learn, everybody to grow.

That just makes you feel a lot better when you get there, you know?

Yeah, absolutely.

It's like being.

Being welcomed in.

And I'm sure you probably do a lot of, you know, like, hey, we commit to bring our best.

Let's everybody get on board and.

And, you know, commit to learn.

Right?

Yeah, Love to.

One of the things I always like to say is, you know, your mind is like a parachute.

It only works if it's open.

Usually gets a big giggle out of everybody.

But also, you know, realize, okay, let's let some guard down, see what these guys have to say.

Because, you know, it depends on how they receive you when you come in.

Right?

So, yeah, it's.

And it's great.

Like I said, you know, he does.

And it's just good because, like I said, he's on the business and then I'm on anything.

The only thing I didn't add to it a minute ago was I do, like, your mindset motivation stuff as well.

Perfect.

Outside of it, you know, it's just a great team.

And that's what I tell everybody, you know, is if you're looking for two guys that truly care, and that's the biggest thing about us, is we truly care.

Like, me and him, we're not in it for the money.

Like, that's the least of our worries.

And oftentimes, I feel like in the space nowadays, it's becoming more of a money thing in life.

Like, everything that's coming to, like, well, this.

This group or this organization or this individuals or these influencers are doing this, making this much, like.

And I really don't care.

Yeah.

Like, I never cared when I sold, you know, Sure.

I tell the technicians I'm on site, and I'm like, my last year in sales, I made $250,000.

And they're like, and I don't do that now.

Right.

And I told them, you know, sometimes it ain't all about the money, though.

Yeah.

They're like, well, that's crazy.

I'm like, no, it's not.

What matters more to me is seeing other people reaching success that they never thought they could get at.

Right.

Because five years ago, six years ago, I had no clue that I would be sitting in this seat today if it wasn't for other people that reached out to me and Genuinely cared and tried to bring me up with them, I'd still be sitting at where I was at.

Right.

So it's not the money, tj, it's not the money.

It's just because we care.

See the best version of yourself.

So, yeah.

How many people can you help?

Help grow, help learn?

I remember back when, you know, some of the first times we talked, you're like, man, I have no idea what I'm doing.

I'm calling all these people and we're just trying to sell stuff over the phone and, you know, help we brainstorm some stuff then.

And it was just such, it's been such a fun journey watching you across time.

And so speaking of.

And I love that you touched on mindset.

Mindset, coaching, personal growth.

Because that's, I mean, personally, I believe that that's the most crucial thing for people is, you know, the old Henry Ford quote.

If you think you can or you think you can't, you're right.

And so talk about that a little bit because I, I know from, you know, knowing you as long as we have now and not that we've talked all the time, just kind of watching your journey, I, I can see your personal growth has.

You've constantly been focused on that, bettering yourself to be able to help other people better.

So talk on the importance of personal growth a little bit and mindset.

Especially mindset.

And then especially mindset for the people out there and how, how to maintain a good mindset and what they need to do for that.

So, you know, this is something that it's not just, you know, H Vac related, electrical, plumbing.

This is just like life stuff.

And that's one thing I like about it.

You know, I've just actually had myself now.

I have my own coach.

Right.

I just have got started with Sean Michael Crane.

Shout out.

Shout out.

Sean, thank you for all you do.

I'm started with him, you know, and that's what I tell a lot of people I'm in front of.

Right.

Like, whenever me and TJ come out, you have us, the company, the business is have us out.

They brought us out here and they're paying for us, for you all, so use us, right?

So, you know, the thing I always, I always wonder is like, you know, a lot of my guys will call me that I go out and see, but they all don't.

And the biggest thing in life that I ever done was always calling people like, if I needed help, I wasn't scared to reach out.

Right, because you're your own Worst enemy.

Whatever's in your mind, good or bad, it's going to happen.

That's the only thing that can happen.

If it's in your mind, it's going to happen.

So I teach this thing when I go on site to a lot of places, I teach this and it's called, it's the acronym tier.

So if you think of tear and you had it wrote down on a piece of paper, the T would stand for thought.

Okay.

So Sam, you can believe what about yourself?

That's how I teach it.

So Sam, what do you, what do you believe and let go into your brain?

Only the positive stuff.

Only the positive stuff in facts.

Correct?

Correct.

What I find is a lot of people let opinion based ideas and or decisions go into their, their mind.

Would you agree?

Absolutely.

Okay.

So when we let something that's not factual, that can't be proven into our brain, it could harm us.

So that thought that we let in is going to trigger an emotion.

We're going to feel a certain type of way off of what we're thinking.

Right.

We're going to think, we're going to act off of that emotion that we're feeling.

And the way we act is going to cause the result of what we just thought about.

I love that.

So if I go out to these places and I say I'm sitting down with my guys on the, on site and I write it out on a piece of paper form and they write T E A R, I'll say write a thought out.

Good or bad, I don't care, just write a thought out.

Now we're at the emotion that that thought gives you.

Now let me see you write the action that that thought gives makes you take.

And then now let's write your result.

Your result and your thought will always be the same.

It never changes.

Right.

But then whenever they sit there and they write result and they're like, oh, they look up this, it's the exact same.

I'm like exactly what you think about you bring about.

Right.

For me, I've been dealing with that a lot lately.

My mind's not been the best, you know, And I'm very like transparent with people that just because I'm out coaching doesn't mean that I'm always 100% either.

Because sometimes I think we pour into people so much and give so much love to them, so much energy to them, we forget how to give love to ourselves.

Right?

Yeah.

You've got to put that oxygen mask on first before you can help others.

Right?

Yeah.

So I'VE just started working, like I said, with Sean, and it's been, you know, a real good eye opener for me is it's like you've got to get back to where your mind's correct and mine wasn't.

And I didn't realize that.

So, you know, because that, that means reading books every day.

Like, you've got to read.

You've got to have your face in something that's going to bring you some type of knowledge.

Right.

Listening to podcasts, I can remember back in the day of me being in a truck.

Even from a technician standpoint, I had podcasts on repeat all day.

It was either your podcast a Master of the Hustle podcast.

There were several I was out there listening to.

I stayed on my podcast books, you know, keeping just that in my.

In my brain.

Keeping it flowing, keeping it flowing.

And that's what sets you up for success.

Because whenever you're only talking to winners or only hearing winners talk or you're only.

Your mind's only being fooled with field of winning, that's all you know how to do.

Your brain does not know how to do nothing else unless you allow it to.

Right.

So that's the biggest thing for me is like just understanding that every day you have to want to be better than you was the day before and that even when you get ahead, you can't just kind of get complacent and stop.

Sure.

Yeah.

There is no stationary.

It's.

You're either moving forward or moving backwards.

It's like once you get moving forward and you stop.

I found that, you know, the next two to three weeks is going to be really rough.

And that's typically happen like, you know, and the biggest thing, you know, I would tell my owner back when I was working with him, you know, I would sell.

I think my best I've done.

I still like 15 jobs in a row.

Yeah.

And I didn't feel like the next 15.

Man, I was so mad and beat it up for myself.

Right.

And he's like, why are you mad?

I was like, what are you talking about?

He's like, you're 50 closing rate.

Like that was.

Your closing rate was 50%.

Right.

You just sold 15 jobs.

You didn't sell the next 15.

What does that mean?

I'm 50%?

He said, oh, exactly.

I said, oh, you're right.

Yeah.

That's still great numbers.

Yeah, still good numbers.

Right.

But how many technicians?

Yep.

It's the perspective in which I viewed it was negative.

So I'll go and I'm with technicians or comfort advisors and they're in that they get in these slumps and they get down and out because they don't sell, you know, two or three jobs in a row.

It's a numbers game, guys.

Like it's, it's natural.

Like if you're 50, closure, that means if you run 20 calls, you're going to sell 10 jobs that month.

Sure.

Like that's just all it is.

So it's like absolutely, yeah.

People to understand how to like understand their wins and not concentrate on their losses.

100.

Man, I love that.

That's something that.

Oh, you got it, you got it.

And that's you know, so interesting too.

And I think a lot of people get, especially when you're so in the day to day focus.

Yes.

We have to be very intentional with every single appointment.

It's not just loosey goosey little, you know, be it the intentionality of every appointment, expect it, every single one to close and then if it doesn't, we don't lose enthusiasm to the next one.

But that so many times when we're doing that we also forget to zoom out.

So it's something called concentration risk.

If you're like only focusing on the one at a time and then a few don't close, you know, you get too stuck there.

So we have to, you're right.

We have to remember to zoom out to the month, to the quarter.

It's like what is the overall picture here?

And and speaking of slumps too, that's actually a really good topic.

I remember one time very specifically you called me up and we did a tune up call.

It's about 15 minutes and you were right in the middle of a slump.

And the other side of it, which I didn't tell you at the time is that was the perfect timing for me as well because I was dead in the center of a slump too.

And so by helping you walk through it, I walk through it at the same time.

And when you call me up a week later and you're like, oh my gosh, I still, this has been a record week.

And I was like, hey, this is great because mine too.

And so we like helped each other out.

Just helping, you know, kind of walking through what it takes to do that.

So for everybody that's listening, can you like expound on that a little bit when you're helping people get out of slumps, when you're talking people through it.

One the perspective thing.

But also you and I both know that there's more elements to cells than Just the words we say.

And so talk through how you coach people out of slumps now.

And so get, maybe give some, you know, app applications, some things they can use to help help themselves through that.

So the first thing you know, I always tell people to look at and you have to realize this is what's changed.

Obviously you know what's changed because we got to start on either what changed or why are you feeling the type of way that you're feeling.

This caused you get to where you're at now.

Yeah, certain times it can be a few things.

One can be mindset.

That's then it all typically really is mindset.

It all comes back to your mind.

What I found the most is let's say they have a process, they were trained, they were taught they're using, that works.

But then it doesn't work, doesn't work for four people and they quit using it.

Okay.

That's one way that issue I've seen.

Better yet, I've seen people go on a hot streak and really kill it and then instead of not using it, they just only do what they want to with it.

Meaning.

Yeah, they pick and choose on what they're going to do.

So the thing I tell people is, is no matter if you think the call's a layup or you think you're going have to work your hind in off for it, you should look at that call like you're going to have to work your hind end off for it every time.

Yeah.

Because when you start taking away from your process and skipping steps and doing stuff like that, you were doing it.

Your numbers suffer, you suffer.

And not who cares really?

And this is going to hurt some feelings, maybe who really cares about you, but more importantly, your client's going to suffer.

Right.

And yeah, if they're, if they're not getting the full experience, then obviously they're not going to make the right.

The decisions you want them to make.

Yeah.

So, you know, I always go back to every call you have to do the same thing.

Right.

And it's not, it's not rocket science.

It's not complicated.

Just do the same thing every single time and understand that you're not going to win them all.

Nobody's ever won them all.

I don't care who I talk to, but it's not happening.

The man, I don't think.

No, no.

People still don't close deals every day and just be the best you like.

If you can adapt.

The mindset of I'm just going to be me today and enjoy My day.

Enjoy work and just really love somebody.

Truly love your client.

Each one of you.

I'll show them a love that they've never seen before.

I'm telling you, that's all it takes.

It doesn't take all this other stuff that, you know, you think it takes to get there.

It really doesn't.

You know, career people ask me a lot.

You know what got me here so quick, man, I care for other people more than I care for myself.

It's not.

It's not complicated.

Yeah.

Meaning, you know, I've said I go into call to the guys and companies and not even there, just in daily life.

And they're like, man, you sit at that house and talk for an hour, an hour and a half, just sitting there talking about life.

Yeah, yeah, I did.

You know, because that client, right, that client needed that time because I'm full to think that I'm the only one that ever has bad days, right?

So I look at it the way I looked at it my whole career was.

And still look at it today.

Is there.

Everybody's experiencing issues in life, man.

Everybody's got problems and sometimes the people don't have people to talk to about them, right?

So what better way for me to go in there and just talk about, make friends talk, right?

And you never know what might come up, right?

But I guarantee you.

Oh, that's true.

I bet, I bet.

I guarantee it.

If you leave that client and they just got a bunch of stuff off their chest that they've been holding back for so long, even if you sell it or you didn't guess what, you still change somebody's day.

Absolutely.

So that's why I'm like, I get frustrated and I get really passionate about is like, we get so caught up in like the sales, making the money, making the revenue.

That's all great.

Like, I love it, right?

It takes money to make the world around.

Fine.

But if that's your concentration, you're already failed, man.

You're never going to get ahead.

I guarantee it.

If all you chase is the dollar, because the money doesn't come with, you know, the money doesn't.

That's just a byproduct of you doing.

A good job, right?

But if you don't, you don't do what's on the front side, the money's never going to be there.

So just teach people to go in there and love somebody.

If you can love somebody, know, even if they don't love you.

I tried to go in there and make friends with people, talk get to know people and they had no part of it.

And then technicians have told me or comfort advisors.

Well, I can't talk to these people.

They're like this and like that.

I'm like, that's fine.

They just need extra loving.

Yeah.

And if they don't, they don't.

But like, I'm not going to change what I do and who I am as an individual for one out of 10 people.

Because out of 10 people, you might come across one like that.

So if I know that I'm taking care of nine people and nine people are happy with me, why in the heck would I change it for that one individual?

You got it.

Oh my gosh, I love this conversation so much.

And you're, you're hitting it right the nail right on the head.

It's when.

Well, one, I mean, there's a quote, Jordan Clark, we call him gcjs, he's a trainer over on the solar side.

He said marry the process and divorce the results.

And.

Which is so important.

But.

And that's, you know, kind of leaning back to not shortcutting the system for anybody.

You just do what you do.

But more importantly.

And what exactly what you're saying, man, is that's the missing piece.

You know, you can go to a thousand and one sales trainings, you can go to all these different things and that's that next level that nobody's talking about is if you truly care for people, you know, with a heart of service, you know, that's it.

It changes everything.

You know, 15 years of doing in home sales, like I've got a laundry list of stories of people that you know.

And I'm sure you've said the same thing.

You go into a house when you get into a conversation like that.

I've literally told people, hey, I don't care if you buy from me or not.

Today, this.

I'm just glad we were able to meet and have this conversation.

And 100%, I mean, I've, I've.

If you're like me, I'm sure you have stories where you've sat and you've laughed with people, you've cried with people.

I mean, how many times have you left an appointment?

Maybe they bought, maybe they didn't.

And you're hugging before you walk out the door, that's when you know you've truly made that connection.

Yep.

And that's what, you know, that's what keeps you going, you know, and that's just the number one thing that I've seen.

It's missed and, you know, even prior, I would talk and I would always talk about my process, like, or this and that, like.

And then I got to thinking.

I don't know, it took me probably, I don't know, a good while, but one day I just.

I can't remember how I was at, where I was at, what I was doing.

I just spent today just sitting, I think, at the house.

And I was like, what?

What was it that I'd done?

Like, what was it?

And I thought about that all day, and that was the first thing I come back to was, you know, I just care for other people more than I care for myself.

And heck, my wife would attest to that, right?

If people call me and something, man, I'm.

And that's probably not a good trade to have sometimes, but if we can do the milk, but I'll drop what I'm doing to go serve another individual.

And that's just one thing about me that, you know, it scared me to death in the area that I was in, to know that any contractor could come behind me and hurt or harm or not take care of the clients that I was just in their house.

Right.

It scared.

It scared me to death because I took care of my people.

So my clients, they had my contacts, they had my number.

I had their number saved in my phone.

Like it was a normal thing.

Like, I'd get calls from them, my elderly people that I helped, they call.

They would call me.

I would go out on Saturdays and help them at their house.

Like, I had that connection with them.

So to me, it's just like, if you focus on that and get in that relationship, you'll be so much more successful in your career.

And even if you don't make all the money you want to make, even if you don't want to produce all the revenue you thought you could produce, like, no, no big deal.

All I care about is, did you care for somebody more than you cared for yourself?

And you did your best by them.

If you've done that, congratulations, you killed it.

Yeah, that's the definition of success, for sure.

And at the same time, you know, you're right.

If you are truly caring, well, having that, such a deep conviction, knowing that when they go with.

With you and with your company, with our companies, that they are truly going to be taken care of.

They're not going to be taken advantage of.

We're truly going to help them the right way and not cause further problems.

And then the only way that we can ensure that they're not getting taken Advantage of and their projects are going to be done right is of course, if they buy from us, I mean we can't do it for free.

But.

And that's.

And that's really where that the meeting of that comes together.

And so I'm 100% on the.

On the same.

I think that's why you and I have always really connected because we believe very much the same.

In fact, our stories are almost the same.

My first 10 years I spent in a town of 13,000 people and was setting records there too.

So our story, I even was install service, quit for a year, went back to move into sales and very similar storylines and world small, huh?

Oh, it's wild.

Yeah.

And so to have that same service, you know, just passionately heartfelt mindset that if they don't buy from me, I know my competition and they are going to get taken advantage of.

So this is the best way I can help people.

But.

But through caring.

Not because I care about the commission off of it.

It's because it truly is to help them that I just.

The emphasis there cannot be overemphasized.

And that's what.

Things will start changing.

You know, that's what I tell everybody too.

And I'll tell on this on here.

Like if whenever you guys start adapting that, like truthfully, like, you don't just say it.

Like you let that light shine.

Meaning when you get out of your truck, you don't just look like you just lost your best friend.

You don't look like your uniform's untucked, you got your shoulders turned in, your head down, walking with a frown on your face.

You get out of your truck and you're bringing that energy, that love, that smile on your face.

You're knocking on that door, you're greeting that client with the most energy you've ever had in your life.

You step in their house and then once you get in that house, you just really get to know them people.

Like, that's where it all starts.

Like hands down, if you can nail that and get that where you're truthfully caring, your sales will go up.

I mean, everything will change just like that instantly.

Because that's what's holding you back.

It's the fact that you're not showing that.

And if all.

And I tell people that whenever all you care about is the money.

Customers see that man, know what you're in it for.

Because you know, they.

I've heard to say my whole life, you know, money is the root of all evil, right?

The love of money Is evil, right?

Yeah.

Money's just a tool.

I mean, that's just me.

We can use it.

This is really interesting.

I love this.

My.

So the a 6 year old this morning asked me, is money?

It was out of the blue asked me, is money a need or a want?

And I was like, boy, that's a great question.

And I was like, I said, aiden, it's neither one.

It's not a need or a want.

It is a tool.

So we can, we, it's a tool we can have to make decisions with.

We can make choices with money.

We can decide, you know, what, how we're going to use it for needs or wants.

But it can't be classified as either one.

And we have to remember that the second somebody starts thinking money is a, is a need, that's where things start to derail.

And 100 agree with you on that.

Yeah.

So.

And then, you know, but yeah, I mean that's the biggest thing I tell anybody, you know, is get your mind right and take care of the people that's in front of you.

And you'll see a lot of stuff changes.

You'll just work on those two things.

Oh, I love it.

So there was a, you know, watching your journey for a while.

I, it seems like there was a point where I guess, better question, let's phrase this question better.

Where, where in your journey did that, that day of introspection happen?

Because I, I mean, watching you for a little bit, I know you gone through some different phases, learning the different hard closing techniques and stuff.

And where, where in your journey did that happen and how did your numbers reflect that?

There was a house that I went to and the lady was sitting on the, the front porch like, you know, as soon as I walked up, she was drinking a cup of coffee and smoking a cigarette.

As soon as I walked out there at the house, walked up the front.

So typically, you know, most sales people would be like, oh gosh, one of these.

Because they're outside, they're already cutting you off.

Right.

And I didn't, I just rolled with the flow.

Yeah.

Usually we're expecting to hear I'm just gonna repair it today, I'm not doing anything else.

Yep.

And she sat me down, man.

And she just started like hammering like all this stuff that was going on.

Well, she got me a cup of coffee first and then she's like, we sat down, we talked and then at some point she was like, just so you know, I'm not buying anything today because every quarter system and she brought that up to me, I was like, okay, that's fine.

I don't want you to buy anything.

I was like, I'm not here for that.

I'm just here to take care of you, ma'.

Am.

And she's like, okay.

And then a lot of stuff was going on in her life, and I'm.

It's been a while back.

I'm pretty sure the statement was that she had just lost her husband and she was a mess.

We sat on that porch for two hours together, and I sat there and talked with her.

At the end of that call, she done business with me, and we got a new system put in her house two days later.

That's what I say.

That's when it all changed for me.

Right.

I'm sure there was other moments like that, but that's one that if somebody asked me, it's the first one it'll come to my mind and I'll think about the most is because I remember sitting there and talking with her and listening to all that she was going through in the life that way since her husband had been gone.

Like, the stuff she's been through and, you know, the moment of just sitting there, you almost forget that you're even there to be a comfort advisor heating an airman.

Yeah.

You don't even think there for that.

So at the end of it, she was like, yeah, I'll go ahead and let's see what you can do.

I went to my work, come back and sit down.

She's like, yeah, I'll take this one.

And I was like, sure.

And I asked her, I said, are you sure?

She said, yeah.

Said, no.

Really?

You told me you didn't want nothing.

I wouldn't buy nothing.

She's like, I appreciate all you've done.

I don't want to do business with nobody else.

And I can tell you truly care.

That was the words.

And I said, wow.

And from that day forward, it never was the same.

You know, I just.

I looked at every client that way, like they were all going through something.

And nine times out of 10, we.

Never know what people are going through.

Right.

Yeah.

And when you make that connection and somebody's that comfortable with you and they're talking with you that much, the price and all these objections that you guys are facing, man, like, it all goes out of the door.

Yeah.

Like.

And people's like, no, I get these objections, these objects.

I'm like, yeah, because you're not built no kind of relationship.

Like, I didn't get objections to the last.

My last two Years in sales, same sure.

Did I.

Some sure I did.

I'm not saying that.

But there's people that get them every single day.

Like I used to be.

Every day, every call, I was having to battle them.

Right.

When you understand, like, just taking care of other people and that's all you're worried about, the objections go aside and they're like, well, how's that work?

How's.

How.

How have you figured that out?

I'm like, it's not rocket science.

I said, let me ask you a question.

I said, if your best buddy in the whole entire world does heating and air, that's what he did for a living.

And his price on the system was $13,000.

Or Joe Smo came out here.

He was here for 10 to 15 minutes.

He gave you a quote, but he was only 9,000.

Are you going to go with the guy that you don't know?

Are you going to go with your best friend?

Tell me which one you would go with.

My best friend?

Yeah.

Why is that?

Because I know him.

Because I trust him.

Oh, there's the word I was looking for.

You trust him.

So I said, why is it for us that we can go into a client's house, we can expect $30,000, but only put in 15 minutes worth of relationships and work and get to know somebody?

Yeah, absolutely.

It's never going to work.

I said, it comes back to all starting at the beginning.

You get to know this person, you become their friend, gain their trust, then the byproduct, that is what, the sale.

Oh, yeah, yeah.

So the back of the story.

I said, exactly.

Now, whoever.

I'm hoping, now we know where we need to start, because that's what we're not doing.

So, you know, that's where I kind of fall back to, you know, that's.

And I'll never.

I don't think I'll ever go away from that.

Because the money doesn't matter.

How much, how much you sell doesn't matter.

It's all about just caring for other people.

Because, you know, the world's cut where you're in now, man.

Like, if you look around, it's getting further and further away from that, and that's not good at all.

So I try to just, you know, tell people, anytime you got a chance to shine a light on somebody or make them feel better, just do that.

If you can do that, man, you're gonna be all right.

That's all it takes.

Just be a good human.

Oh, my gosh, I love this.

What is the old Saying people don't care how much you know until they know how much you care.

And it's, it's, you know, it's, it's a, I mean, we hear it probably even too often.

And I'm gonna keep saying it until people start to get it just because, you know, it's, it's so powerful to.

And I'm glad that, I'm glad this, this interview today turned this direction because it, when you're in a technical trade and you're in the day to day.

And I thank you.

I have to say thank you too because I needed the reminder because constantly, you know, I'm working on the different topics and you know, I'm always asking questions in the Facebook group in different places.

Hey, what are you experiencing?

What are y' all struggling with?

You know, what can I, how can I help you?

You know, what questions you have?

And this is the, the piece that everybody gets so bogged down into.

You know, how do you handle this?

Like, just like you're saying, how do you handle this objection or how do you handle being the first quote in.

And I mean, that just comes from assuming you're not going to make the sale from the start.

You've already lost.

Yeah, you create and you know, people create every day.

You know, the objections that they're having are the ones they're creating in their mind.

I'll go to people's places, I've been to several around the, the country, you know, and they'll, they'll start throwing objections at me and it'll be one or two here, one or two there, and that's fine.

You know, I'm not ragging nobody, but I tell them you're making those come to pass like you're causing.

We're, we're sitting here talking about all this negative stuff and that's all that's going to be in your mind when we leave is how to handle this objection.

So now whenever you.

Betty's house and you walk in, the only thing you're thinking about is the clothes at the end and how to overcome that objection so you don't forget, Right?

Yeah.

She's gonna give me the price objection.

So I know I gotta be able to handle it right?

So.

And then people's always talking like, value, value this, value that to make people buy.

No, it doesn't.

Like, am I saying it doesn't know?

You gotta have value built in whatever you do.

Sure.

But I hold long heartedly myself.

I believe if you just take care of people and love people That's.

I'll keep going back to that because nobody's ever gonna break my mind from it.

You'll be.

You'll be.

You'll do very well in whatever you do.

Sure.

So you just got to focus on that.

Don't focus on the negative.

Don't focus on the yeses.

Don't focus on the nose.

Focus on making Mrs. Jones smile.

Right.

You can do that.

You're fine.

Ah.

Love it.

Love it.

Man.

This is.

This is so refreshing.

And for everybody listening, there's been some really serious nuggets dropped today.

Nathan has.

He's definitely gone through the fire.

He got his 10,000 hours in real fast because of the.

And.

And really we were talking about this before the recording.

You know, his journey.

Anyone can have that type of journey.

If you.

And this is the big if.

If you focus.

Because I know so many times we've talked.

Is constantly working on learning something new.

Constantly working on developing himself constantly.

And the.

The most important thing is implementation.

Success happens at the speed of implementation.

You can learn all that you want to learn.

But if you don't apply it and use it and practice it, then it's just knowledge on ice.

It's not gonna.

Nothing, nothing changes until you change something.

And so.

But you brought it up.

I'm gonna hit on it real quick.

Man.

Believe it.

Right?

Like you guys like that are out there listening right now.

If you got any self doubt at all.

Like if you're telling yourself you can't do it, if you're telling yourself that you're not enough, like, you guys need to like get rid of that and you need to find me on Facebook and reach out to me and I'll talk with you all about that because you're killing yourself.

You know, I can remember when I started I thought the same things.

Like I thought the same way and I stayed in the same exact place.

Huh.

You've gotta like really find it out what it is.

And if heating and air is not it, that's fine.

Or plumbing's not it.

Or electrical's not it.

Hey, that's fine.

Right?

Yeah.

Be successful.

So look back at your life and be like, what do I really want out of life?

What do I really want to go?

Where's my plan?

Where's my.

And write it down on paper.

A goal is not if it only comes out of your mouth.

Man.

Write that stuff down on paper.

Get you a journal.

Go through it and read those things every day and write new ones every day.

So you're always chasing the Next thing to better your life and your family.

And the moment you'll start doing that, you'll.

It'll just start to take off.

Because I can remember when mine did, you know, my first.

Around the last of my first year as a comfort advisor.

I was the only comfort advisor at my company at the time.

Everybody was relying on me and I was a rookie.

Yeah.

And I mean, it was tough at times, right.

And it was hard.

It wasn't easy.

But I never quit.

And nowadays I'm seeing people give up and quitting and doing this and doing that.

If you're doing that, you need to either find new friends to hang around with and get around and get around some people.

That's going to bring some positivity into your life and it's going to influence you and bring you up with them.

And that's another thing that I like to talk about and go over is like, when I started going up and up and started moving further and further ahead, I lost people, man.

People I've been friends with forever.

I mean, we still talk maybe, but like, we're not hanging out.

We're not buddy.

Like.

Cause they don't understand.

They don't understand who I am no more.

And that's not being, like, rude and trying to, like, pat myself on the back or make it sound any type of way.

It's the fact that, like, you're only as smart as the people that's in front of you.

Right.

If you're ever the smartest guy in the room, you should probably leave.

And I only find a new room.

Yep.

I can't remember who told me that.

I can't remember where I learned that from.

I was at some training one time.

Somebody said it, but.

And at the time, I didn't think nothing of it.

And then I was like, huh, Find other people if you're the smartest one in the room.

So what did I do?

I started reaching out to all these people that's already been where I wanted to go on Facebook.

Sam was one of them.

I've reached out to thousands of people on Facebook, though.

At the time I would ask them, hey, how are you?

I just wanted to connect with them.

Then, little do you know, I ended up starting going to events and then I would start sitting with people I was talking to.

And while everybody was out, else was out doing stuff they wanted to do at these VIP parties or whatever they were having, I was up the people that I was messaging h in trying to learn more.

Yeah.

So it's like always be A student.

If I could teach anybody anything, you know, from this listening right now, just be, be a student and never be afraid to ask a question.

There's no dumb questions, there's no stupid questions.

Like, if you're thinking it, ask it, right?

If something's bothering you in life, find it somebody to talk to about it.

Don't keep it all inside.

That's the biggest thing that I forgot how to do up until here recently was, you know, I used to be really good at telling people what was on my mind if I was bothering me.

But I was so captivated and so consumed with, like, pouring everything into other people that I wasn't doing it for myself.

So it's important that you guys let that stuff out of you because that's how you start to grow.

You get the negative out and the positives start flowing back in.

But sometimes you're so full of negative, positive cake flow.

No, you got it, man.

And, and you're right, you, you mentioned it earlier too, is, you know, I have a. I have a coach.

I actually have two coaches.

I have more of a mindset coach and a business coach.

And you, you've got a coach now too.

And we're also coaching people and training people.

So you can't just hold it in place.

You've got to be a conduit and just let, let the knowledge flow through, let this help flow through.

Because the more that we help people, the more we pour in, you know, God, the universe, what, you know, what everyone, anyone wants to believe will pour more into you as you help more people.

If you're only making a small impact, you can't be filled up with more.

If you're making a bigger impact, then open up the door.

Here comes more to be able to help more people, you know, like, you know, helping the poor.

It's something I've said in the past is, you know, the best way to help the poor is to not be one, because we can give more.

You know, we can give more, we can be more, we can do more on a grander scale, on a bigger impact.

And, you know, and yeah, that's a money kind of focus thing, but it's much more than that.

It's about just an overall wealth of being able to help and make an impact in the world and in others.

And so that's a different conversation.

Right?

You know what you're talking about?

You know, it's.

And I don't ever want people to think that I'm talking about, you know, like we just said to Clarify the air.

Well, this guy's saying money not good.

Like I'm not saying that by no means.

Like sure.

Making money.

What my point is for everybody that's listening is that if money is the center of your focus on your day to day, how you carry yourself, how you handle yourself, then it's not going to go good for you.

You got it?

Because you're not see that?

Because they've already expected, you know, somebody's a sales guy or something's coming.

Yeah.

Job was to figure out how not to be a sales guy.

Like, how do I not look like a sales guy when I get to this house?

Like, how do I carry myself where I'm not salesy?

Sure.

None of the ways profound work except Karen.

So no, you know, I'd love to like hand money, like give money to the homeless poor, you know, care for all these people.

Because as I'm traveling, I'll be with these, my clients in the vans and stuff.

And I'm like, man, because where I'm from, that's not like that.

You know, it's this gold country town and we're gonna go off on this topic.

But you know, it hurts, man.

Like it hits me so bad to see that and it really, it's really sad.

If I could build enough houses, like for all these people, I'd love to.

And that's one goal of mine, is to have one day type of shelter built somewhere for them because it's terrible, man.

And why are you freaking out so bad?

And why are you handing money out like you are?

Because I do that when I go out of these out of town places.

It's just because it's, you know, we take what we have in our life for granted.

We have heat, we have ac, we have a truck, we have a car, we have a house, we have a bed.

We have all this stuff, man.

Right.

And we still want more as individuals.

We're never satisfied with what we have.

I'm the same way.

I'm.

I, I battled that.

And you know, we get so consumed in what we don't have that we forget there's some people out there that have it a lot worse.

Right.

When the moment that we can learn to be grateful for what we do have and then the great place that we're in, if we can carry that energy with us throughout the day, man.

Holy.

The love will start showing other people.

So don't focus about, you know, focus on how good you have it now and where you want to go and then your why it's got to be bigger than the reason you want to get there.

Sure.

Why you want to be the best salesman at your company.

And if you say it's for money, that's not very good answer because it's not.

Why do you want them?

If you want money, why do you want it?

The line has to be behind whatever we do.

And yeah, you know, that's my.

My biggest thing for you all to take away is, is make sure your why is bigger than what.

What you're actually wanting to accomplish.

The why behind it hasn't be and just enjoy and embrace and love where you're at in life.

And the other stuff will start pouring in.

Love it, man.

Oh, my gosh.

That is powerful.

So powerful.

Well, we are getting close to our.

About what we normally about an hour for interviews.

And so we'll start landing this plane a little bit.

But thank you so much for being with us today.

This has been, like I said, so enlightening.

It's such a refreshing.

Yeah, just a refreshing look at what we do to take us out of the technical, out of the mundane details into the bigger picture of what we're truly doing is serving and helping people.

You know, truly caring.

When we start to care, that's when, you know, we make such a big difference.

So.

So wrapping up.

What.

Anything else you want to add to drop on these people before we wrap this episode up?

I'll give everybody my phone number and my email.

Okay.

Yeah, I was gonna say, one, how do we get in contact with you?

And two, what's.

What's next for Nathan?

What are you doing?

And how.

And how can they get in touch with Flywheel too?

But yeah, all of that stuff.

Yep.

So for me and Flywheel, it's gonna be the same number.

You'll get straight to me.

So my phone number is 276, 237, 6121.

My email is Nathan flywheelcg.com that's also my direct number to you guys.

So, like, my direct and my work is all the same.

Call me if you don't even have.

Even if you don't.

If you just need something or need somebody to reach out to and just talk, you can call me.

I'm always here.

If I don't answer, shoot me a text and I'll call you when I can.

My phone's always open.

Just let me know what's next for me, man.

I'm going to keep just taking care of people, man, and serving people.

I've.

I've never Went away from that.

And I've, you know, since I started really killing it at this game, you know, my mindset's never shifted.

You know, my.

What happened for me and.

And led me to where I'm at now is the fact that, you know, I guess money didn't matter to me, you know, because I was selling.

And at first.

When you first start selling, you.

You all probably know, you get these butterflies and you get shakes.

You make a big sale.

Yeah, right.

And I lost that, man.

Like, I lost that.

And then one day, my.

One day, a guy they hired at the company before I left called me, and I had to coach him through a call, and he called me and he just had closed 35, 000 sale.

And I looked back down at my house, and it was sitting there shaking like that again like it used to when I made a big sale.

And I come home with my wife, said, this ain't for me no more.

Yeah.

I said, I got a bigger purpose, and that's.

I'm right where I want to be.

You know, I have so much passion for the people I meet, the young people that I come across that, you know, I wish I'd have found it.

21 or 22, like, they're getting to find.

Some of these guys are 18 or 19.

I'm like, man, y' all are in such a good place.

So I'm gonna stay where I'm at.

I'm gonna keep doing what I'm doing and just, you know, serve as many people as I can and just go wherever life leads me.

And that hasn't let me down yet, so I don't think it will, so.

Love it.

Love it.

Well.

Well, that is fantastic.

Thank you so much for hanging out with us today, and thanks for having me, Sam.

I enjoyed it, man.

It's been great.

For sure.

We definitely will stay in touch.

And so everybody listening.

Flywheel.

What's the website for Flywheel as well, how it'll be flywheel cg.com flywheelcg.com so they do on site visits, they do trainings.

So it.

This is a. I love the difference that thankfully we're getting to a place in the industry, in the trades where it's not just one or two trainers, and that's all there is.

We've got, you know, got my stuff with closing now.

I've got your stuff with Flywheel, you know, then all the other trainings that are out there now.

And everybody has a little different voice, everybody has a little different perspective.

You know, I've had Gene Slade on the show.

We've got Pete Ramsey on the show.

I booked with Joe Chrisro with Victor Rancour.

So you know, all these different people are pouring into the industry.

You know, there's been, you know, all kind of shake up and stuff with that in the last several years but at the end of the day that everyone has massive value to brain and it's a big enough place that there's room for all of us to, to thrive and to help people.

And all I can say is thank you so much for the, the clear conviction and the passion in the heart that you bring to bring to the industry and bring to the training because it's much needed.

There's a lot of, a lot of almost too much focus on strictly the bottom line and the dollar that they're missing the heart and the service aspect.

It's a service industry and they're forget.

A lot of people are forgetting the actual service and you know, passion to help people in that part of it.

So thank you so much for bringing that to us.

Yeah, man, I'm excited.

You are welcome.

So.

All right everybody, we're gonna wrap today up.

I hope you enjoyed this show.

Email me sam@closeitnow.net and let me know who you want to hear as the interview guest on the podcast.

Also would love to hear your biggest takeaways from, from today's show and reach out to Nathan and he is here to serve.

I hope you can hear it in the conviction in his voice that his, his focus is helping you succeed.

So we are definitely together in that and so reach out to us.

We're here for you and man, my goal is maybe someday we get to share a stage together.

So absolutely, we'll keep you in the loop on that.

And yeah man, have a great day.

Go crush it and everybody out there, go save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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