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.

Welcome back to Close It Now.

Sam Wakefield here.

All right, as you know, we are in the middle.

This is not the middle.

We've got this episode and one more episode of the Becoming a Hunter series.

Are you tired of not making any money in the off season when you're not getting leads from the company?

Well, this is how you change that.

And the numbers are so incredibly ridiculous with what we're seeing.

We're now over a month into this and companies all over the country are starting to embrace the door knocking model and are getting out there and getting after it.

And we're seeing some crazy, crazy numbers.

So I have to correct myself.

I was mistaken.

I had several different companies messaging me all at once.

So what I was announcing last week kind of got confused and mixed some companies up.

So there are separate companies.

The coolest part is all of those numbers I was talking about, it's actually spread across like three different companies that were messaging me.

I just had gotten confused on who was telling me what.

But at the end of the day, what's happening is this is blowing minds at how well it works and how well people are embracing door knocking for H Vac.

And so what's happening is, yeah, people are reaching out to me from all over, which is incredible because I'm changing the face of the industry.

It's time to make some noise.

So if you want to know how to set up a get set, started with this, with your company.

Reach out to me, Sam, CloseItNow.net, get me to your location.

We can build this in a really short amount of time.

I can get your people trained real fast and we can start making an insane amount of revenue right off the bat.

So it's ridiculous how fast this turns the company around.

So super excited about that.

But let's get into the episode today.

The first thing that I want to do is dive in a little bit and I am just so grateful for every single one of you that listen.

There are so many podcasts you can listen to and when you do that, I support every single one of the podcasts.

There's so many good ones out there that I really, really, really like.

One of them is my friend Corey Barrier's podcast.

The Successful Life podcast.

Was a guest on there recently.

He is awesome.

They do good stuff.

The Waste no Day podcast.

There's gosh, just so many Masters of the Hustle, the Home Service Expert podcast with Tommy Mello.

There's just such good, good information out there, good content and I just, you know, I just really like love everyone out there that's doing this, but I just appreciate everybody listening to, listening to me.

It's pretty cool and I love this.

So here is a review that we're going to feature today.

It's from L. Judy 90.

Let's see.

Insightful podcast for H Vac and Solar.

So it says.

Wow.

This podcast is a game changer for anyone in the H Vac and solar cells industry.

The insights and strategies shared are incredibly valuable and practical.

The host expertise and passion shine through in every episode, making it a must listen for anyone looking to take their sales skills to the next level.

I've already implemented some of the techniques discussed and I'm seeing fantastic results.

Highly recommended.

So thanks.

L. Judy 90, not sure exactly who you are, but you are awesome.

I appreciate you for listening and the shout out of the day goes to you for that five star review.

Everyone else, if you've ever gotten some value from this podcast, I would absolutely appreciate a five star review.

Your company lives and dies on reviews and so does mine.

So I appreciate that so much.

But let's get into this episode.

So quick recap for everyone that has not been following along with the Becoming a Hunter series.

So that is, you know, taking radical responsibility for yourself, becoming a provider for yourself and your family, right?

Your company is not there to feed you leads and that's it.

Your company is there to support you, to provide a culture, to provide an environment where you can thrive.

Your company is there to support you when you make a sale with the production and the service, to be able to support that, right?

And so it's synergistic.

It all works together.

But to exclusively rely on your company to provide all of your leads is archaic thinking and it's lazy.

And I'm just going to call it out like it is, right?

So yeah, you can make some good income with a, you know, with a company that's well established but also you can make an incredible income, life changing, change your family tree, seven figures a year income.

If you embrace the hunter mentality and say, you know what, I don't care what season it is, I'm going to make business happen.

I am the weather.

I create business for myself.

I write business every single day.

That's a great affirmation.

I write business every single day.

And so when you take that radical responsibility, everything starts to change.

So super pumped up about this.

But to recap the door pitch that we've been talking about, the overview is, remember there's five steps.

Number one is to break preoccupation or just get their attention.

Right.

Number two is basically it's an accusation audit.

We're going to just talk, we're calling out what the problem is.

Number three is the solution.

And now we are at number four for this episode, which is the pullback or the takeaway.

And then number five is the transition which we'll get into next week.

So number four, the pullback or the takeaway.

So let's get to that page, right?

And so, and remember that your, your, your entire posture is listen, if you don't get it, if you get it, great.

If you don't, if not, not a big deal.

Right?

If you get it, great.

If not, not a big deal.

And that is our posture because there's so many thousands of more doors to knock.

So what you have to understand, and this, this is blowing, it still blows my mind.

And no one truly gets how big this market, how this industry can be.

Because here's the thing right now.

So if you rely exclusively on club memberships and on especially digital marketing, on people to raise their hand and come to you because something is broken and digital marketing and advertisement and all those kind of things, that's 3% of the population.

Something has to have happened for them to reach out.

When we're going out and being proactive and we're door knocking, that's reaching 97% of an untapped market right now.

So as big as the H Vac industry is, and it's enormous, we know it's enormous.

That's mostly off of 3 to 5% of the population.

That's built on the back of 3 to 5%.

What would happen if you reached into the other 95%?

That is what we're doing here.

That's what we're talking about.

That's why these numbers are so incredible.

When companies out there and go out there and just bust their ass and get after it and go do it right.

That's what I'm doing.

So tomorrow I'm literally flying to Raleigh, N.C. would be working with an enormous company over there with air experts.

Thank you for having me out, Chris.

And we're going to kick some ass, right?

It's going to be incredible.

I'm super excited about this week and bringing the fire and at the same time we are going to.

I'm going to make some people uncomfortable, right?

You walk into.

The cool part is I've been with small companies.

This is a.

Listen everybody.

This is a 40 million dollar a year company that's having me out because they know they can get better and they can grow.

What business does a 40 million dollar a year company have bringing me out?

Because they know they've got a lot to learn.

Every size company has a lot to learn.

And every single time we step out into the field, everyone up levels and it's a complete transformation.

That's why I was talking to a guy that was in Kansas City.

Well, I was at there four months ago, right.

And Eddie, who is, he's a senior, right.

He's been doing this 30 years.

In fact we recorded a testimony he was 15 years as a service tech.

He's been as a comfort advisor for 15 years.

I go out, he's carried, I mean he's done all kind of crazy numbers.

He was carrying about a 40% close rate and every single week after I've been there it's between 60 and 70% for four solid months.

That is transformational change.

So when I record the recorded a testimony with him a couple days ago, he was like, listen, I've been through every single training that is offered in the industry and this was so dimensionally different.

It completely changed the way I do things and I've never seen anything like it.

And that's why my numbers almost doubled right away.

He just had the biggest month of his career at this.

At the, at where he's at now in this last month in October of his career in October.

We're not talking about summer numbers, we're talking about October numbers, right?

So that's what happens when, when I get out to your location and we change things.

So it's pretty exciting.

That company is having the biggest year they've ever had and it's.

The trajectory is incredible.

So let's get into this takeaway.

So your posture is when you're at the door.

If you get it, great.

If not, no big deal, right?

So and then the takeaway.

So the thing with the takeaway or the pullback.

If you're not including this in your sales process, you are missing a massive leverage point.

Because this is what makes people ask you for the business.

It's where we were creating some scarcity.

It's what makes people want it.

Because if something is completely in abundance and readily available, people don't want it.

But if something scarce, you know, scarcity happens, it's harder to get.

That's when people chase it.

I mean, think about, I mean, we all know what it's like dating, right?

If you're super available, nobody wants you.

But the second you take yourself off the market, everybody wants you, right?

That's, I mean, that's for all you guys out there, the girls at the bar.

If you act like you don't care, they're coming after you.

And that's the takeaway, that's the pullback.

So it's the same psychology, it's the same philosophy.

People aren't people.

It doesn't change.

So when we're on the doors, we've gone through the problem, we've gone through the solution.

The takeaway could sound something like this.

Now, hopefully your system is in such impeccable shape it doesn't need anything for a long time, right?

It's so clean I could lick your filter, right?

If that's the case, I'll be in and out in a few minutes.

But if not, and I find something, you'd want to know about it, right?

So we're asking that question.

So the takeaway is it could sound like this.

Listen, with this program, not everybody qualifies.

So it's really giving them the, like, you know, I don't even know if you're going to qualify yet for the program that we're running.

But if you do, it could look like this.

In order to qualify, here's the criteria, right?

So the system has to be X age or older, which if you're in, if you picked your neighborhood, you know it's going to be older than that, right?

So this age or older, you've got to have, you know, just, it just, it doesn't really matter.

We're building criteria around something that they're going to fit.

But the whole point is it's like, listen, I don't know if you qualify for this just yet.

We have to double check to make sure because, I mean, shoot, you go in and they've got a brand new system.

Yeah, sure, maybe they don't qualify for the new system program.

What they might qualify for is the IAQ program at the end of the day, none of it really matters except what we're selling at the door, you have to remember, is scheduling an appointment.

We're not selling at the door.

We're not selling a high ticket item at the door.

We're not selling all kind of crazy stuff at the door.

We're not confusing or cluttering the homeowner's mind with information.

What we are doing is scheduling the appointment.

We're selling the appointment.

When whoever goes in that's trained does a kick ass discovery, that's where the magic happens.

I was talking to my buddy Gene Slade a couple days ago.

He said for the first two years of his business, they ran free service, free tune up calls.

Free tune up calls for two years because they knew once they got in the house, they would ask the right questions and homeowners would say yes.

Then they would ask if they could offer a solution, would they want to hear about it?

Then they said yes.

And so their average sale was like five grand, five, six, seven grand out of free tune up calls, right?

And so that's where incredible amounts of money are made.

But the takeaway is important.

You know, another scripting could sound something like this.

You know, it'd be like, hey, look, everybody at the end of the day, you know, is going to have to do this.

Whether you get it from me or some, you know, some rando.

Listen, I don't know you from Adam, but obviously people like to do business with people they know, like and trust me and their friends know, like and trust, right?

The fact that I've already done like seven of your neighbors is kind of a key indicator that, you know, I do a good service, I do a good deal, right?

I do a good job.

And I would love for you to talk to them, right?

And talk to them and everything before you move forward, right?

Because honestly, I'm not trying to shove this down your throat.

I'm just trying to give you a good deal, right?

They're the ones that said I should come and talk to you.

So we're using the neighbors.

Use your anchor houses in the neighborhood that you've done work for.

Call their names out, right?

Be like, hey, do you know George?

Do you know Jane?

Do you know Jose?

Do you know latoya?

Who do you know in the neighborhood?

Who have you done work for?

Use those houses and then reference them.

That's called an anchor house.

And so, yeah, we did great work for them.

Go talk to them.

Do you know them?

And then listen, if you get it or not, you know, no big deal.

But the main thing is then we're going to start moving your body.

So that's the takeaway.

Listen, I don't know if you're going to qualify just yet.

There's a couple things we have to make sure fit the criteria for this program.

If you're going with the program pitch.

And my goal is to help your system last as long as possible.

So hopefully you don't even have to change it or you don't even have to do any work to it.

And that's what we're doing here is just we're providing that program to make sure get you a good checkup, a good health report on what's going on.

That way you'll have a great idea and be able to put that in your back pocket when the time comes.

But if something is wrong, you would want to know about it, right?

Right.

And that's it.

That's the pullback.

We've got to remember that we've got to give a takeaway in that section.

Right.

If we're not doing a takeaway, it's such a powerful leverage point that it really just kind of changes the psychology of everything.

So it's like, listen, I don't know if you qualify because so far it's been like, here's the problem, here's the solution.

And everybody's thinking, oh, let's sell, sell, sell.

But then when we pull it back, you're like, listen, I don't even know if you're going to qualify.

I'm just here to do my job and get you scheduled.

See which houses on the street do qualify and which ones don't.

And that's your philosophy and that's your mindset.

So when that happens, they don't feel pressured.

And with that takeaway and kind of like what we talked about earlier, it's like, listen, at the end of the day, you're going to have to ask us for a proposal, right?

And when you do that, there's no pressure and they're going to be asking us for it anyway.

So that's the takeaway.

Man, I love it.

It's powerful.

You've got to figure out ways to build takeaways into your process.

If you're not building takeaways in, then you've got to start because it's really incredible.

It's incredible when people are like, no, no, no, wait a minute, I want that.

Right.

And so it's that push and pull in psychology like Jonathan Nevis talks about.

It's a push and pull.

He calls it a keto.

Keto cells, basically, which is what that is.

So shout out to Jonathan, man.

You're rocking it up in Boston.

But that's the episode for the day, y'.

All.

I am.

It's a little shorter.

This is not a bigger, not as big of a section.

And honestly, I'll just be real with you.

I'm packing, so I got to get to bed because I have an early flight to Raleigh tomorrow.

And when this episode drops, it's actually going to be the morning of the Monday that I start in Raleigh.

So if you are in North Carolina, anywhere near there and you want to buy me a steak dinner, reach out to me or do you just want to grab some coffee or something?

But I love every single one of you.

Thank you for listening.

A couple things are happening you probably have heard or seen.

I'm doing a door to door con 7 speaker series, which is incredible.

I'm going to be a speaker at door to Door Con 7, so you can get tickets for that.

It will be the place to be this year to learn this process.

To get into a room of 4 to 5,000 people who are hunters, carnivores, who are out there devouring, just devouring cells left and right.

Literally people who do hundreds of cells a year.

It's incredible.

From all different industries that are there for one purpose, which is to learn how to be better at building and scaling.

You know, you can have people that just started and literally be sitting next to somebody who owns and runs a $250 million a year organization.

That is the type of room that I want to be in.

And I don't know about you, but you are the average of the five people you surround yourself with.

If you get in a focused room, that is where magic starts to happen.

And you cannot help but to rise to the new standard, to the new level.

So the keynotes this year are Lance Armstrong, Chris Voss, who wrote Never Split the Difference.

I'm most excited about him.

Sam Taggart is going to be a keynote.

Who else?

Sean White, Olympic gold medalist, is going to be a keynote.

I'm going to be speaking, so yours truly, I've got a session there as well.

It's just going to be an incredible event.

The people that I'm interviewing along the speaker series as well.

So you can get tickets@h vacdoors.net click on the events link and use the discount code SAMW10.

That's SAMW10 to get you a 10% discount on tickets for door to Touricon 7 in the Salt Lake City that is January 25, 26 and 27.

So get your butt and your team there, get everybody there and get ready to explode your business.

This is how to get literally a 5 to 10x explosion of your business in one to two years.

Like no joke, every single company that adopts the method gets minimum like a 5x multiplier in their company within about a year to two 12 to 18 months is the data.

The data tracks, right?

So if you want a minimum 5x explosion in your company in 12 to 18 months, get your bus to door to door con 7.

Also in that same link, H.VACdoors.net, you're going to find my online course.

It's H vacu.

That's my entire sales process recorded in modules.

So you can learn it and study it and see success.

Go grab that and like we started off talking about at the beginning, get me out to your company.

Let's do a fly out training.

Let's do an on site.

I can, I will teach you the sales system, the sales process that's changing the game, right?

That's how Eddie was able to go from 40% close rate to 60 and 70% and hold it for months and months and months.

He's like I can't go back now.

I'm aware.

It's awareness things that once you're aware of, if you go back, you're choosing to, right?

So that's what I'm training is helping people up level everything.

And so get me out to your site next month I'm going to be up in Boise again.

I have different types of programs too.

If you didn't know about this.

I don't have just a one time on site.

I've got a six month program, I've got a 12 month program to completely revolutionize the face of your organization.

And basically what we're going to do is explode, right?

You cannot have consistent interaction with me in training like this and not explode your company.

This is not a position of cockiness or pompousness talking like some, I wouldn't even say it.

There's plenty of people in the industry that function under cockiness and being pompous but don't deliver numbers.

I'm not that.

This is just confidence talking because we've got the data to prove it.

When we work together, your numbers will multiply, period.

End of story.

I don't work with companies that they don't see some massive changes.

So reach out to me.

Samoseitnow.net.

pop me a text 512-364-8559 or find the Close It Now Facebook group.

Just search Close it now on Facebook.

It will come right up.

Join the group and is an awesome place to be because everything that we do in there is positive.

It's up level and there's an insane amount of talent in there.

Everything from business owners to sales managers, people just getting started.

But it's only positive and it's only going to lift you up and it's a great place to uplevel your circle.

So thanks for listening to Drive Time University today.

I am stoked about this episode.

I'm stoked about the series.

Everything that's going on in our industry, we're changing the face of it.

When you look across the industry a year from now, two years from now, it's not going to look like it does right now.

And we're leading the charge with that.

So again, Sam Wakefield here.

Close It Now.

Thanks for listening.

Until next time everybody.

Go save the world one heat stroke at a time.

Go save the world one frostbite at a time.

Thanks for listening to Close it now with Sam Wakefield.

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