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.

Alright, here we go.

Take five.

Maybe this will work this time.

Not technical issues, but I tell you what, every single episode I've recorded has really been just like one take and then it's done, right?

So if you've listened for a long time, you've heard me, you know, almost getting driven off the road in between appointments and all kind of stuff.

But for whatever reason I can't get my words together today.

So this will be a good one.

We are moving forward.

Today's episode is brought to you by a lot of people who've been asking me questions about what does the conversation sound like for a service technician to turn an appointment over to a comfort consultant?

Right?

What is the.

Call it a flip, call it a tgl, a tech generated lead, whatever it is that you call it.

The same thing.

Basically service tech's in the house, something's broken.

The conversation is surrounding do we put money into it or do we get a quote for a new one?

Right?

That's the conversation.

The thing is, so many times homeowners are leery, they don't want the salesperson that coming in and just going to force them into something.

And basically our industry has been given a black eye for the last 20 or 30 years by these companies coming in that have such artificially inflated prices.

I'm not talking about there's nothing wrong with being the highest priced company in your market.

What I am talking about is companies coming in that are just absurdly, obscenely higher than the entire rest of the world in your area.

And things just don't work that way, right?

And so these companies are coming in and they're taking advantage of people and just forcing them into something that they have buyer's remorse like crazy.

Now if you're going to have a high price, which I highly recommend that you do, you better sure as hell show the value and provide the value.

The more that you raise your prices and the more pressure you put on yourself to actually deliver the value that you're promising and guaranteeing.

So it holds us at a higher standard, which is exciting and it's awesome.

And so it's time to raise the standard of the industry anyway.

And raising your prices will do that because now you got to actually deliver on what you're promising.

You can't be the deadbeat that just comes in and maybe throws slaps a new system in or fixes something is down the road.

Right?

So you have to actually be there to deliver, to build relationship, to take care of homeowners over time.

That's why we don't call them customers, we call them clients.

Right?

What is a customer?

A customer is somebody that walks into a gas station and buys a pack of gum and you may never see them again.

A client is somebody you've built a relationship with to do business with over and over and over for the long term.

So that's why in this podcast, you'll hear a conversation a lot of times around the lifetime value of a client, which is a lot of fun, because that's a whole different number than, oh, we made a sale and now let's get down the road.

So we're not, you know, growing our business to sell it tomorrow.

Some of you might, which is also really a fun, fun thing to do to begin with.

The end in sight.

But that's a conversation for another day.

So before we get into this conversation around, you know, what does it sound like for a service technician to turn a lead over to a comfort consultant?

Right.

So there's two parts to this.

One is mindset, and the second is the actual words we're going to say.

And we're going to cover them in that order for a very important reason.

When we get to that here in a minute.

But first, the magic.

But first, two things.

I want to cover two or three things.

First is what is in your cup today?

Today's what's in your cup is brought to you by caribou coffee.

I am drinking the reindeer blend, which is magical holiday season.

It comes out in the holidays every year, and I just really like it.

It's nothing that's like super special or bougie like most of the coffee I drink.

But it is just a really good damn cup of coffee.

It's consistent every year and I just really like it.

So the caribou coffee, the reindeer blend this year, today is what is in my cup today.

What is in your cup?

I am always on the lookout in the search for new and better coffee.

I am excited to be back in Boise, Idaho in December.

I'm going to be in New York, just outside of Manhattan in January.

So if you are in either of those areas, reach out to me.

Maybe we'll grab.

Grab dinner or something or buy me a cup of coffee and let's show me something new.

So you can, if you want to make a recommendation for me, you can get ahold of me a couple of different ways.

And I want to make sure everyone hears this.

This is how you can reach out to me.

I do so much consultation for people and I don't charge for most of the time.

Call me, ask me questions, shoot me a message, ask me questions.

I'm happy to help.

I want to see our industry succeed.

I want to help raise the standard of our industry.

I'm tired of this industry being so lackadaisical and being lazy in what we do and just people that are out there not able to accomplish.

We were promised this big, amazing thing when they get into H vac and into H Vac Sales and service technician, but then nobody really tells them how to do it.

It's like, oh, yeah, you can make 2, 3, 4, 500, 600, $700,000 a year, a million dollars a year, but we're not going to show you how to do it here.

Go out and just learn.

Go and just fly little birds.

And I just really despise our industry for that.

There's not enough training that happens.

That's why if you've looked across any of the other trainers and the different organizations in H Vac, I think you will find, and I know you will, because I get comments about this all the time.

I give away so much content that other places charge for.

There's literally story after story of people who have just listened to the podcast that have doubled, tripled and quadrupled their numbers strictly by implementing what I've talked about in the episodes.

That is an awesome place to start.

Now, my point is, if that works that well, how much better do you think coaching with me directly would work?

Or buying the course and implementing the system when it's all in one place?

So that is why I want to make sure that you know how to get a hold of me.

First is email samoseitnow.net next is find my Facebook group.

It's the Close It Now Facebook group.

All you have to do is search Close It Now Sales training right in the Facebook search bar and the group will come right up.

Or you can text me 512-364-8559.

I love to connect to listeners.

Send me your questions.

What are you struggling with right now?

What would you love to hear a podcast on a topic on that we can cover?

Because one, I can't answer your questions if I know what they are.

And two, if you have a question, someone else also has a question about the same thing.

So let's get connected and maybe I can help you solve your problem and we can help someone else solve their problem at the same time overcome those struggles.

So that is the quick little PSA for the day.

And the next is if you have ever gotten any, any value from this podcast, I would love a five star review.

You can scroll down to the bottom.

Apple Podcasts.

Spotify now is a place to leave podcasts, leave reviews, just all the places where you listen.

Leave me a five star review and I would love you forever.

In fact, message me when you do and maybe I'll give you a free gift or something.

So thank you for that.

I appreciate it.

And yeah, let's get into this content today because this is a big one.

I've been getting so many questions about what that sounds like when the technicians turn over the appointment and it's really fun.

So first of all, let's talk about mindset.

If you are a service technician or you're a selling tech or you're a service technician, that needs to learn better conversation around the flip.

Here is a great place to start.

First of all, it's mindset.

More than likely like the rest of us, you became a service tech to fix things.

And at the end of the day, and this is the conversation I have with so many service techs when we ask them why this is an old system, why didn't you turn it over?

Or this one has major problems, why didn't you turn it over?

They'll say, well, I can fix it.

Well, of course you can fix it.

If it was at your house.

Yeah, you just go grab a part and throw it on and you'd fix it.

Yes, we get it.

Absolutely, 100%.

However, my question is, is that in the best interest of the homeowner?

The thing that we have to remember is what does a homeowner buy from us?

Never in a single day did anybody wake up and say, oh my gosh, I want to buy a new air conditioner, I want to buy a new furnace or I need a new air filter.

No, what do they want to buy that is that we don't sell a single thing that homeowners want to buy.

What we do sell, what we do provide is we have to view through the benefit lens, which is one service.

But that's not really the benefit.

The benefit is peace of mind, right?

They want peace of mind that this thing is going to work and it's not going to break down.

Everyone hates a breakdown, right?

They want the peace of mind that it's going to be cool when they want to be cool, warm when they want to be warm.

The temperature and the humidity is going to be where they want it to be.

They're not going to have to deal with the peace of mind that they're not going to have to live with horrible allergies anymore.

They're not going to have to live with horrible humidity issues anymore.

All of the things that are the benefits of why they do business with us.

Because at the end of the day, if they could have every bit of that and never have to spend a single dollar with a heating and air company, they would.

Right?

People would live in the perfect climate if they could.

Also, the other thing to remember is if they understood our equipment and our accessories and all the different things we can do for them, they would already have it.

If they understood it, they would already have it.

So where's the disconnect?

The disconnect is either A we haven't told them it exists, they just have no clue that any of the things that we can do for them exist because we didn't tell them, or 2B A and 2A and B, more than likely what happened is somebody's tried to pitch on something.

It came across horribly salesy.

The homeowner said, oh well, you're just trying to sell me something that I don't need.

And what happened?

There was zero explanation of what the benefit for them was going to be and what life was going to look like once they have it installed.

Right?

So that's the disconnect.

So the mindset here, I'm speaking to you, service technician, the mindset is what is the best way to help the homeowner?

The best way to help the homeowner is them buying from us.

Now if that's a repair, great.

If that's a new system replacement, great.

But remember, you have to filter it through the lens of the benefit for the homeowner.

And I'm going to give you some verbiage here to help clarify with them a little bit of what that's going to look like.

But your mindset has to be one to help stop trying to spend the homeowners money with repairs and replacement because you can't afford it.

There's a book I want to recommend to you right now that is a must read.

Anyone who coaches with me, this is a must read.

It's a short, simple little book.

It's called Go four.

No.

Find that book.

Read it or listen to it in your drive time University.

It's really quick and it will change so many things.

The two biggest things it helps you overcome.

One is spending money for the homeowner, right?

You're in control of the sale.

Yes.

But you are not in control of their finances.

We have to forget the numbers, follow the process, follow the system.

The numbers will take care of themselves.

So it's going to overcome that for you and it'll help you overcome when the appointment is over, when is the sale over?

Right?

So stop thinking people can't afford things, offer things and let them tell you if they want it or not.

There's a big difference there.

So start with go for no.

That is a great book in this moment.

But the best way to help homeowners is just, you know, helping them because we know if they don't pay, if they don't pay our prices and go with us, we know we're the best in town, right?

We're going to give the best service.

We're giving them the best installation, the best customer service, the best care.

If they don't go with us and they go with somebody else, what happens?

More than likely, there's a good chance they're going to get taken advantage of.

Somebody's going to come in and cut some corners.

They're not going to do it right.

And the homeowner is going to be faced with bigger issues down the road because it just wasn't done right to start with.

So the best way that we can help people is them buying from us.

We cannot help them if they don't buy from us and we can't do it for free or we would be out of business, too, just like the other deadbeat companies.

So, mindset, it's service, right?

It's not that we're selling them anything.

We're showing them options and letting them buy.

Now, here is the verbiage that I want you to start using in the home, which will make such a huge difference for you if you're, you know, especially if you're a service technician.

And this is for anybody, all you consultants out there listening too, right?

So you go in a house and tell me if the situation has ever come up that the homeowner you're there, they've got the repair price and they're trying to decide if they want to repair or replace.

And so many times if you can't close them on the new deal, then they go back to the repair and you've lost out.

Yeah, the company gets the repair, but you didn't make the sale, you didn't get the commission and you just wasted a couple hours of your time.

Raise your hand if you hate that.

I know I did and I do.

So let's discuss some things, how to overcome some of this.

So the same conversation is going to happen if you're a service technician and really a lot of times you get resistance around if they want to know one, you've given them the repair pricing.

But so many times there's resistance to flipping the appointment to a comfort advisor and the homeowner is really resistant to it if they don't have any kind of a ballpark price of what a new system is going to cost.

Right.

And I will tell you, do not ballpark 100% don't ballpark.

There's too many variables.

Right?

But here's the best way to handle this.

Couple different ways to handle this conversation.

And if you're a comfort advisor and you're sitting in the house, this conversation is going to, you need to know this conversation as well.

So get this verbiage in your mouth and it will change everything for you.

So one, it's through questions, right?

We've got to ask the right questions.

And this doesn't matter, you know, really matter what the, the age of the equipment is or the repair cost, but it does.

Normally this falls into the category of say a system is between like you know, seven or eight years old and you know, 10, 11 years old.

Right.

Somewhere in that middle point, this is where this conversation applies the best.

And this is where most of the struggle happens too.

Because we know if a system is less than say six or seven years old, it's a basic repair typically.

So unless there's an anomaly and something major happens, it's basically, you know, a really basic repair.

So or, and at the same time, if it's over, say 12 years, 13 years old, it's a no brainer.

It should be flipped over, right?

It should be tech generated lead should be turned over to the comfort advisor.

But the middle ground is where the biggest questions come in.

The middle ground of that 7 or 8 year old system all the way up to maybe 11 years old somewhere in that range.

That's the one that is like how do we get this turned over?

There's a lot of resistance here.

People are like, well, it could make a lot more years service technicians.

I have to slap your hands on this so many times.

You said, oh yeah, it could go on for a long time.

Well, my question to you is, do you have a crystal ball?

How do you know?

Right?

And so stop telling people lies.

That is not the truth.

It could, you're right.

It's a half truth though, because it could break down next week.

You never know.

We don't this.

So stop trying to predict the future for the homeowner strictly because you're scared to tell them the honest truth.

Don't paint a picture to too bright strictly because you're scared to face a homeowner with the honest truth because you think that they're going to, you know, not buy from you or not use you for the repair or whatever.

So first of all, we gotta, we gotta have to stop doing that.

But the conversation is a really fun one because it comes up in the form of a question.

So here you go.

Here is the verbiage.

When the system is in that range, you know, seven to, you know, seven or eight years to about 11 years somewhere in there, that sweet spot that this is where you can make the most change in your bottom line by having this conversation.

So start with asking the homeowner.

You know, you're going through, you're showing them the repair options and they're like, well, you know what, what would that look like for, you know, maybe a new one.

That's all.

Geez, that's a lot of money for repair.

Yep, I agree, Mr.

Homeowner.

And there start asking that, you know, those questions, well, what's a new one cost?

First of all, don't just hit that head on.

Basically, you know, give them the, hey, listen, I'm the mechanic.

You know, you go to the mechanic and this is the best analogy to use too say, listen, I'm the mechanic on this thing.

You go to the mechanic to know all the ins and outs of the details and the pieces and parts, but you're not going to the mechanic to buy a new one.

So listen, I don't have all the pricing on that, but do you mind if I ask you a couple questions?

So we're turning it into a question.

So first of all, we are kind of handling it head on, but we're giving them, when you're a service technician and you want to make the turnover and they are asking for a ballpark, hands up, just kind of like in surrender.

Say, listen, I'm the mechanic here, I know every bit of the ins and outs of how to fix this thing, how to make it work properly, when it's a good idea to fix it and when it's not a good idea to fix it, that's my expertise.

What I don't know.

Just like when you go to the mechanic to have your car fixed, they're not going to be able to give you all of the latest pricing on the new car.

Right?

Right.

They'll agree with you.

So then the question, then we get our permission question in.

Do you mind if I ask you a couple questions?

The homeowner will say, sure, that's when you ask them.

So listen, at this point of the conversation or this point in the life of a heating and air system, it's kind of like this.

And we're going to make a car comparison and take it right back to the car.

So right at this point in your heating and air system's lifespan is, we're going to start talking about lifespan.

It's just like if your car hit that hundred thousand mile mark.

So let me ask you this, Mr.

Homeowner, are you the type of person that when your car hits 100 to 120,000 miles, are you the type of person that's going to spend money on larger maintenance and repairs?

Now's the time you would have to start replacing the timing belt and the, maybe the alternator and some of the more major things to do a full tune up on the vehicle so it can run another hundred thousand miles for you.

Or are you the type of person that when it hits that 100, 120,000 mile mark and you know those major repairs are coming up, you say, you know what, I'm going to trade this off, I don't want to deal with it.

We'll let the next person take care of that.

I'm just going to go for a new one for a nice small, comfortable, easy monthly payment.

Which one are you?

And let them answer.

And that will direct you how to flip it.

Now also by asking those questions, that's going to open that homeowner's mind to the real comparison here.

Because quick pop out in this conversation, the problem most technicians have with generating tech generated leads is they think that the number comparison is, we'll call it a $2,500 repair cost or two or $3,000 repair cost.

They think the homeowner thinks the price comparison is 2 or $3,000 in repair versus say 10, 15, $20,000 for a new system.

No, that's a wrong mis comparison.

And you'll hear this as I explain it in what I just did in that verbiage I gave you.

The comparison is Mr.

Homeowner.

It's yeah, it's, you know, and I.

And another quick pop out.

I hope you're financing repair, I hope you're financing service because if you're not financing service, you're missing a massive opportunity for revenue.

So quick aside, make sure that your company, you or your company, if you own your company, make sure you're doing this.

If you're not, if you're at a company that doesn't do this, bring it up, recommend it, you should be financing service.

The real comparison here though is it is 2000 or $3000 repair cost.

Or if somebody is on a say we're financing the comparison and we take everybody down the financing route, they'll tell you if they're cash buyers, most people finance.

So the comparison is 2,000 or $3,000 or zero cash out of pocket today.

You don't even make your payment for another month from now.

And when it starts, it's a nice, small, comfortable, easy monthly payment.

Insert story.

In fact, I heard of a lady just the other day that she didn't cost her anything up front.

A month later when the payment started it was like 120 bucks.

And that got her going and she was perfectly happy with a brand new system.

Now she's got a decade of worry free service, a decade plus knowing she's got peace of mind, it's not going to be breaking down on her.

So when that time comes in your vehicle, that 100,000 mile mark, are you the type of person that spends the money to repair it to get another hundred thousand miles?

Or you trade that sucker off and you go for the payment on the new one because you know you're going to have headache free peace of mind for another hundred thousand miles and not be on the edge worrying about is it going to break down or not, which one are you?

Let them answer.

Once they answer, remember the comparison.

And they're still going to try to get a ballpark from you.

Throw your hands up.

Listen, I'm the mechanic, I know all of the details.

I'm an expert.

I know all the details of how these operate, every bit, every part and piece of it and what they're supposed to be doing and what they're supposed to not be doing.

But I don't, I can't keep up with that.

And all the pricing on the new equipment.

That's why we have somebody who to come out and go over all of that with you.

Now, from a technician's perspective, would you like to hear what the equipment will do for you?

And that right there is the turning point to take that homeowner right into the benefit lens because it is your job as a technician to get them excited about the benefits of what the equipment is going to do for them.

So you're taking off your technician's hat.

We're going to stop talking technical stuff.

You're going to put on your benefit hat basically and then start talking to the homeowner about the benefits of each level of equipment.

Now go back and listen to the how to describe the modulating equipment episode and that will help you or if we coach together, obviously you're going to learn the method that is guaranteed to close an insanely higher percentage of modulating and variable speed equipment.

So listen to that.

Also, I'm about to release next week is going to be an episode with that same conversation, but with a heating focus.

Since we're in November into December, we're getting into winter months and a lot of heating replacement is happening.

But that's the conversation.

So you take them through the system descriptions, but only from the benefit lens.

Stop talking about all the technical junk.

Homeowner cares about the benefit.

They don't want to know how it's going to get from 0 to 60, they just want to know how long it's going to take to get there.

So take them through the benefits, get them excited about it, but don't give them ballparks, don't give them pricing.

Instead what you do is it's a few thousand dollars repair today or whatever the repair is today, or, you know, if you go with a new one, if you're the type of person that swaps the car out for the new one.

When you get into, you know, this lifespan, listen, it's not going to cost you anything today or when it does, it's going to be a nice, small, comfortable, easy monthly payments and that just that's it.

That's all you have to say.

And when they say, well, what's the ballpark?

You're like, listen, it's just like buying a car.

I can't tell you what you're going to be, what you're going to want to look at.

But say you buy a, you know, a truck from, you know, Chevy, right?

You're going to, you know, or Ford or whatever, it doesn't matter.

You can buy the work truck or you can buy all the way to the super expensive all decked out truck.

There's a lot of models in between.

It's the same thing.

So there's no way I could ballpark it for you because I don't even know what's going to be the best fit for you here.

That's why they're sending somebody else.

I'm the mechanic, I fix it, we'll make it work.

And people understand that, right?

That's the easiest conversation.

But man the verbiage around.

Are you the type of person that fixes it at 100,000 miles or you're going to replace it?

Let them answer that question and then ask them but why though?

And they'll tell you their reasoning.

Then boom.

That is what's going to direct you in.

It'll be a much easier turnover.

And also what will happen is on your repair side when they're the person says, oh, I'm the person that's going to make the major replacement repairs to make it last another hundred thousand miles.

Here's your tip and the trick for service, if you own your company, put together bundles of complete system rejuvenation or reinvigorating or whatever you want to call your system resurrection or whatever you're calling it.

Factory reset.

It's the factory reset bundle.

These are the bundles that you're going to have for, you know, in the fall furnace tune up appointment.

When it's that system that's in that, that year range, you know, you're going to be replacing the blower motor and the capacitor and the hot service igniter and the flame sensor, cleaning the, you know, cleaning the squirrel cage and cleaning all of, just clean everything, right?

Wax that sucker.

And the price point on that is going to be, you know, two or three thousand bucks, right?

Make it where it's a great service ticket for you.

And also you're replacing all of the main components that could possibly fail on that equipment.

So it will last another, you know, five, six, seven, eight years.

Right?

Same thing in when you're doing a cool, you're out for a cooling call.

When they answer, oh, I'm the person that does the major repairs.

Okay, no problem.

Well, what most homeowners do in your situation, I have something you're really going to like.

What most homeowners do in your situation is they go for this, our rejuvenation pack or the factory reset.

What we're going to do is we're going to place all of the major components that could possibly for all of These failures.

Now, just like in your car, you know, say you do these and the main engine dies.

You know, we have no control over that.

However, you would agree, probably, I'm sure you would agree, that when you take care of all of the things that support the main operation, the heart of the equipment runs better and smoother and lasts longer.

Right?

Right.

Perfect.

So what we're going to do for cooling is have yourself a service bundle that's going to change not only the contactor or the capacitor, but the contactor.

You're putting a hard start kit in.

You're replacing blower, you're replacing condenser, fan motor, replacing all of the main things, everything outside of the coil and the compressor, change it.

All right?

And so that homeowner is now like, wow, this is the package, right?

Because it's like, this is going to give me peace of mind for years and years.

And now you've got a big service ticket.

And what did you do?

You earned trust with the homeowner.

So let them tell you what they want to do.

But I'm telling you, everyone, strictly by having the conversation of, are you the type of person that's going to dump money into it and dump money into it and dump money into it to try to drive the wheels off, or are you the type of person says, you know what, let's pass this on to the next person?

I just want a nice small payment and peace of mind for a decade.

And even when somebody answers that, they're the person that likes to dump money into something to drive the wheels off.

Ask one more time.

Would you like to at least see the comparison to.

Because I don't know if you knew this.

I just heard about some really great programs that just started that didn't cost anything today?

Instead of paying a couple thousand bucks for the repair, it didn't cost anything.

Payment won't even start for a month later.

And I heard about a lady just the other day.

Her payment was like $135, and it got her peace of mind for a decade that she's not going to have any more of these issues.

Would you like to see what that looks like?

So ask again.

Make them tell you no.

If they tell you no, no problem.

But when you set the frame of this conversation up with asking them what type of person they are, helping them see that one, you're the mechanic.

You're not the person that has all the pricing on the new equipment.

But also, it's not just the mechanic.

You know, all of the ins and out and all the details of every piece.

So you're the expert and that's why you work as a team for this.

When you help them see that and you set the right frame for the conversation, boy, that turnover conversation is so much easier to have.

So I hope this was helpful to you today.

This is a very actionable item, especially right now as we're getting into this is November 27th.

I'm recording this the week after Thanksgiving.

Hope everyone had an incredible Thanksgiving time with family.

Personally, I unplugged for the first time in my career for an entire week and loved every second of it.

And I could only do that because I'm so grateful for every single one of you listeners.

I tell you, 18 years.

I almost got divorced last year because I was working my face off all the time and it's not worth it.

Take time to unplug and spend time with your family.

It is worth every single second because the only people that are going to remember daddy worked late or mama worked late years later are your kids.

And they're the ones that are going to be missing you for the rest of their lives or you're not creating a bond.

So do it.

Take the time for your family.

So I was able to do that.

So thank you, every single one of you, from the very bottom of my heart.

I'm so grateful.

But was this a good episode?

If it was, leave me a five star review.

I would appreciate that also.

I am.

Big, huge announcement.

I should have put this at the beginning of the episode, but I am hosting the first Close it now sales masterclass.

It's going to be in Austin, Texas.

I don't have the exact date yet.

As soon as I do, I'm going to announce it, but it is going to be off the chart.

If this is the type and this is kind of an offhanded conversation that we have all the time.

If this kind of content trips your trigger and you resonate with how I train things, you've got to get to the sales masterclass.

I'm so excited.

The first one is going to be at a undisclosed location, but it's going to be awesome.

It's going to be here in the Austin, Texas area.

So come down.

We will have great barbecue, we're going to have tacos and we're going to set it off.

It's going to be incredible.

And I guarantee you, you will go back and multiply your numbers or you just didn't implement because I don't have a single person who has gone through the material that if they implement, oh my gosh, it is insane how their numbers are just dramatically different.

So you could be like my buddy Josh Baca, shout out to you, Josh.

He called me when he was in fact our very first phone conversation.

He said, man, I'm about to be fired.

My numbers are so awful.

And was it three we coached together.

Three months later he was number one in his company and now he is killing it up there in Colorado.

So Colorado Springs.

So good on you, Josh Baca.

Love it, man.

Keep up the good work.

Or you know, there's story after story of that exact same thing have happened.

People that were bottom rung and they coach with me and you know, three, four months later they're number one in their company.

So if you want that to be you, you know there's more in the tank and you just don't know quite how to get there.

Let's get on the phone.

We've got some coaching together.

We've got this masterclass coming up.

It is going to be worth the trip, right?

If you're at a company, actually if you own a company and you know, you maybe don't necessarily want to have me out for the whole company, but you've got a couple key people, you know, a handful of key people you want to send to the event.

Let's talk because we will up level them like nobody's business and they'll come back and just go out there and be killers and just like slay dragons, destroy in the marketplace where they were.

You know, we're doing maybe even doing good before.

But let's raise some numbers.

You can't come to one of my events and not have the fire inside to go out and completely change the dynamics of the culture around you, not to mention the sales numbers.

So that is going to be happening.

It's mostly going to be announced in the Facebook group.

So you make sure you join the close it now Facebook group and also email me so you can get on the email list and get a blasted out through there as well.

But other than that, everybody, hope your Thanksgiving was great.

I'm excited to get to.

So many things are happening.

You've got to get to doortodorecon7 in Salt Lake City.

Go to hvacdoors.net you can get your event ticket there.

Use the discount code SAMW10.

That'll get you 10% off the code.

That's also where you can pick up the H VACU course.

That's the entire sales system plus all of the scripting and verbiage for door knocking for H Vac.

So if you haven't heard, that is totally disrupting the industry this year because new client acquisition at a tenth of the cost and there's unlimited numbers so you never ran out of leads.

It's incredible.

So anyway, that's what we got going today.

Thanks for listening everybody.

We're gonna flip it around this time because it's wintertime.

Go save the world one frostbite at a time.

Go save the world one heat stroke at a time.

I will talk to you soon.

Thanks for listening to Close it now with Sam Wakefield.

Subscribe to the podcast now so you're first to hear new episodes jam packed with actionable tools and tips to make you the top H Vac profess in your market.

If you have friends and colleagues who would like this show, share it with them and send them to our Facebook community for more in depth discussion about the challenges we all face and how to overcome them on the Close it now podcast.