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 Close It Now.

Sam Wakefield here.

So excited to come to you today and bring you some just some insight, some info.

We are going to talk about something today that is actually really important in portent when it comes to when you're talking to your homeowners about price and through the whole process there's language, there's words and phrases that a lot of people use unknowingly in their normal language that a professional that is confident and certain in what they do should never use.

So that's what we're going to talk about today is the words to eliminate from your vocabulary to see better success in sales and better, just better success in life.

People will hear you differently and take you differently if you change your vocabulary.

So that's what we're going to dive into today.

So welcome back.

So much has been going on.

I'm happy that oh my gosh, there's so many announcements that I have that I'm gonna just drop some bombs today and it's gonna be cool.

So thanks for joining.

It is Drive Time University.

I know you are out crushing it.

Big shout out to Mike G. He's participated in the what's in your cup segment today, posted a picture in the Facebook group.

If you're not in the Facebook group, go join it.

There's.

Oh my gosh, we're up to almost 1800 people now and it's 100% positive group.

We only support each other.

It is a massive resource for when you have questions.

There are so many people in there who are just insanely just snipers man, that are just killers that are doing 2, 3, 4, 5, 7, 8 million a year.

And there's, I mean also there's owners in there, there's sales managers, I mean sales managers that do 8 million is just a sales manager plus in team, you know, teams that are doing 10, 20, 30, 40 million in the group.

So if you have questions.

Not only am I in there, of course, but man, it's just a killer community of people that support each other that we are all about seeing the standard right rise in the industry.

There's so many new changes, so many new innovations going on and I'm really excited because this is when this episode releases this month on this Monday that you're going to be hearing this.

Make sure to listen to the episode this coming Friday because I have finally found a part.

We've been talking a lot lately about buying leads.

I finally found a partner, a resource for H vac leads and she does other things too.

But it's a company that is man, we're doing some cool stuff together.

We're going to put together some bundles of lead buying and also she's not just lead doesn't just sell leads.

It's a full on marketing agency.

They do so many cool things that are completely disrupting the industry that I'm so excited.

So sneak peek on that.

We're going to do some stuff together.

There's going to be some discounts because you came from the Close it now community.

If you're in the Close it now family, she's going to offer some cool discounts that will be available and man, talk about get you to the next level.

I'm really excited about that.

It's the first person I ever came across that thinks like we do when it comes to marketing, when it comes to messaging, when it comes to the psychology of sales.

So super excited about that.

That's all I'm going to say.

Don't want to give still the thunder from this Friday, but make sure to tune in and listen and gosh, what else is going on if you haven't heard.

Super excited to announce the profit of if you go back and listen to the Victor Rancour episode when I interviewed him.

His event is the Profit Rocket Growth Summit.

It's going to be in Austin, Texas this year.

So I'm excited about that because it's in my hometown and September 27, 2829 of 2023 and yours truly, I am going to be one of the speakers at the event.

So if you've ever wanted to meet me in person, come to this event.

I'm really excited to be there.

I'm going to be one of the speakers on a panel but top level speakers at the event.

So many, just absolute killers.

I've got a whole series coming out.

I'm going to be interviewing almost all of the speakers at the event.

So you'll be able to hear them ahead of time to get a sneak peek because we're going to have all these episodes coming out between now and the end of September.

I'm going to try to slide them all in ahead of time.

But you've got to get to that event.

Got to get to that event.

In fact, there's so much going on.

But make sure you are at the Profit Rocket Growth Summit in Austin, Texas at the end of September, September 27, 2829.

You can find the links in the Facebook group or go to the Profit Rocket group.

I'm going to be in one of the speakers.

So excited about it.

So making that huge announcement, that's a big one for me.

And foreclose it now and come meet me in person.

Come hang out.

We're going to be spending some time, of course, throughout the event, plus all the after parties and stuff.

You get to hang out and.

Yeah, just get to meet and just chop it up.

You know, we'll talk about what's going on in your life and your business and how to get you to the next level.

So that's cool.

So Mike G. Dropped a picture in the Facebook group.

So huge shout out, bro.

He was having some.

It's funny because he was having some Irish cream coffee today.

And I also have happened to have some Bones brand Irish cream coffee in my cup right now.

So what is in your cup?

This is the what's in your cup segment.

Everybody take a minute.

Let's collectively take a nice big sip of whatever your drink of choice is.

Mine is Irish cream coffee today.

All right.

Caffeine is life.

Sometimes it depends on the day, but sometimes you gotta have that caffeine.

So let's talk about it.

Let's chop it up.

What.

What kind of language am I talking about?

What do I mean when I say there's some words and some phrases that you have to eliminate out of your vocabulary to be effective, to come across as certain, to come across as confident when you're in the home and just in life, you know, sales is not the performance of an hour.

It's the overflow of a life.

And that's why we talk about so many times in this podcast.

You know, what are you doing for personal growth?

What are you currently reading?

I know you're into personal growth or you wouldn't be listening to this podcast.

You're into up leveling yourself.

So let's see.

The current book that I am in is actually a growth book that is about it's emotional intelligence right in Fact, I think the name of it is just emotional intelligence, but it's good.

So all of the things, it's not just about learning about sales, it's about learning about emotional intelligence.

It's learning about how to be a better if you struggle with masculinity, and I don't mean being a man as in like the goofy stereotypical way, but owning yourself, taking radical responsibility for your life and your actions.

I mean we've talked about that a lot lately.

You know, taking responsibility and saying, this is my business, this is my life, I'm going to run it as top level, right?

Always achieving better, you know, taking responsibility for your nutrition, taking responsibility for your fitness, responsibility for your relationships, responsibility for your spiritual practice.

That can be, you know, if you're, you know, if you go to church, if you have a different type of spiritual practice.

Everyone has a spiritual practice.

Even if it's just meditation or something.

There is a level of mindfulness that we all have to be aware of and basically take all of those things and the average of that is how you perform when you're in home.

That is what I mean by the complete person, the complete salesperson, the complete individual.

At that point it's not just about sales, it's just about being a person worth buying from.

And so take radical responsibility for every element of your life and you will see things start to change, take ownership of it and yeah, so that's how to get to that next level.

But the language we're talking about, I've had several coaching clients recently who are struggling with this because if for whatever reason, either they were, it's just how they were conditioned or it's how they were brought up, maybe it's their culture, but two different things.

I have a story, a specific story from an in house experience during one of my ride alongs when I was doing it on site visit.

And then I also have just a generalized story from one of my coaching clients.

So here, here's the story from the ride along and if you, if you want to double your team sales, have me out to do a site visit because it's super powerful.

We do four days of in classroom and then four and then I'm riding along with half days in classroom and then I'm riding along with your people.

We're closing deals, I'm demonstrating what's supposed to look like coaching them real time, super, incredibly powerful.

So have me out to your company to do a site visit.

Total side note.

But the lessons we get from that are incredibly powerful.

So I'M in house.

We're going through the process.

And one of the things that the project manager I was with, the comfort Advisor, what he kept saying was going through, it was during presentation time, he's presenting the specific item that we were talking about just happened to be like air ionizers for.

In this case, we were installing in mini splits.

But it could really be for anything.

But use your brain to think about the times that you might find yourself saying this.

So we're going through the process with the homeowner, and here's what happened.

We looked at the project, and the total project with everything in it was a little over $40,000.

And the homeowner says, well, there's this one item.

He's like, the humidifier.

I don't know that I buy into that, but you could probably convince me of everything else, right?

He says, that was the homeowner's exact words.

You could probably convince me of everything else.

Which in my mind I was like, man, we're walking out with, you know, that leaves us at what, 38, 38K for this project.

Cool.

It was great project, very healthy, great margins.

And they were ready to go.

They were ready to pay cash for this.

And so what happened is the guy.

And I'm just observing at this point, this is one of those observation appointments.

So he sits and is going through the details of each thing.

He said, okay, well, let me just go through everything line by line with you.

So make sure you're clear with what you're getting.

They're like, great, sounds good.

So he's going down the list.

All right, here's the equipment we're going to put.

It's a multi port mini split.

So we've got this.

We've got the head going here, We've got the head going here.

Got the head going here.

Just like we talked about.

We've got all the placement.

Sounds good, right?

Right?

Yeah, this is good stuff.

Putting the unit outside right here by this window, Everything is great.

And then we get to all of the additional items outside of strictly the equipment and the word he kept using.

And I literally started keeping track.

And I counted six times he used the word expensive.

So think about this.

Never in an appointment should you ever use the word expensive.

So he's going through.

He's like, now these are.

These are kind of expensive.

So I don't know if you want to put one.

An air cleaner on every single head in the house that we're doing.

Because mentally he was checked out because he wouldn't do it for himself.

He was married to the numbers.

So that's the first principle that you have to, to understand is it doesn't matter if you would buy that for yourself or so many times, especially sales, especially salespeople who are just starting or you're only earning a certain level, you haven't hit mastery, and you're not at a company that pays you dramatically well.

You know, if you're, if you're in H vac sales and you've done this more than a year or two, you should be earning 150 to 200k plus every single year.

Here's a lesson.

If you earn the same, exact same amount every single year, year after year, you cannot say that.

I've been doing this for six years.

I've been doing this for seven years.

I've been doing this for eight years.

What you've been doing is year one over and over and over.

So it's time to learn and get better, right?

So it's time to learn how to add more things, close at higher percentages.

Find a different company.

It might be that you're excellent, but you're just not a company that pays very well unless you're just perfectly happy where you're at.

It's time to make a change or improve.

So there's that too.

But the thing is, there's always a room for improvement.

There's always a way to get better.

But.

So in this circumstance, he's going through, and I think we were looking at like nine 300, $350 items to put them on all of the different heads, right?

For air cleaning, for ionization, to keep the air.

You know, it's just.

It was like the.

I wave, but the little mini version for, for the, for air cleaning.

And the homeowner was on board.

He's like, okay, well, so these are expensive and we're going to need nine of these.

So he starts to unsell it.

He's like, how?

And just subconsciously he kept saying, these are expensive items.

Since they're so expensive, I don't know if we want to do one on every single one of the heads.

And so we start to.

It literally starts unselling the whole thing.

And I was like, wait, wait, wait, let's save this.

So I step in and I'm like, wait a minute.

Where are the most important places for you?

You know?

So we ended up doing about half of them.

But I was like, why in the world would you ever, when you're in the house, say something is expensive?

Because you have zero idea what the homeowner's perspective is of what is expensive.

You don't know expense something.

Being expensive is only a relative term to your perception.

A $300 item.

And I know for a fact, I talked in discovery, I found out where this homeowner worked.

He works remotely for this, for a software company based out of Austin.

That is.

I know for a fact he's making multiple six figures a year.

And he was happily ready to just write a check for this whole project because they just moved in, and they're like, yeah, we want to get our.

This.

We got this house at a deal.

We want to get it up to our standard for while we live here.

And so every single pointer said, hey, this is not a problem.

We don't know what someone else's idea of expensive is, so why would we plant that seed in their brain?

Do not do that.

It's only expensive to you if you can't afford it or you think it's expensive if it's something that you want to afford, if it's something you want to purchase, that same item is not expensive.

Or you can even think about it like this.

$350 for this item times, say, times 10.

$3,500.

That's only expensive.

When you're thinking about this item, maybe as a salesperson, as a comfort advisor, you don't see the value in that item.

But if you do your job right, the homeowner should see the value in that item.

They did.

But he kept saying, it's expensive.

So unsold it, planted it in their brain.

They're like, okay, well, if it's that expensive, maybe we should only do a few of them.

But he was ready to pull the trigger to start with.

So that's a lesson.

So think about.

The words you use are crucial.

Every single word you speak when you're at home should be intentional.

Stop selling by chance.

Stop selling on accident.

Start to be intentional and very focused and very on purpose with what you do, with every single word, with every single gesture, every single pause important.

I would have paused longer had this not been a podcast recording.

But dead air is no good on the radio, right?

So.

But every single pause is important.

Let them fill the space.

It pauses.

Build anticipation.

Go back and listen to the episode.

The power of the pause.

It's crucial.

I mean, my guy, Daniel Fisher, he was.

He wrote it.

Excuse me.

Wrote a testimony where he's literally sat down with a homeowner, presented.

It was like.

I think it was a $24,000 system project to this homeowner, asked him for the sale, turned the paper around, showed him everything, laid the pin down, and I think he said he sat there for 35 minutes in silence while the homeowner just read over it and read over it and read over it, finally picked up the pen and signed.

If he had broken silence, what do you think would have happened?

It probably would have turned into, oh, we're going to have to think about it.

But by giving the homeowner the space to read through and think about it right then, he did the thinking about it on the spot.

The power of the pause is important.

It's just as intentional and just as by design as every word you speak, every action you make, everything has to be on purpose and intentional.

And so going to the other coaching client that I have a store, there's some.

What we've been working on very much is his natural language is using words of uncertainty.

I think that it might.

Maybe it'll do this.

It should do this.

Hopefully once we do this, it's going to work out.

Those type.

That type of language will not instill confidence in a homeowner.

You have to use words of certainty.

And this is one of those beautiful mind tricks.

The awareness trick, right?

When we come across something that is an awareness item, what happens is you can instantly flip that switch in your brain and start to see results instantly.

So this is one of those moments.

Take note.

Start to implement this immediately.

Success happens at the speed of implementation.

Now that you know about this, there's no excuse to keep using terms of uncertainty.

Don't say, I think that it might say this will.

I mean, replace that with this will.

And we can.

We'll go through a couple different examples here of how that can.

How that can look.

But let's.

So, yeah, let's do that right now.

Let's get some feet to it, right?

So when we're talking about, for example, little Genie's room in the corner of the house is always too hot in the summer and always too cold in the winter.

You do your investigation.

You go into the crawl space or into the attic or wherever it is, and you're like, oh, look, they ran a tiny duct over to that room.

It should be larger and that room should have a return.

Simple.

Easy, easy peasy.

We can change this.

But when you present to the homeowner, even if you know for certain for yourself, if the language you use to them sounds like, okay, yeah, see these pictures?

What's going on is they just ran one tiny room to that duct, one tiny, you know, amount of airflow to that room.

And you said that she's.

It's always when she's asleep and she sleeps with the door closed.

So what we need to do, of course, is get more airflow in there and be able to get the airflow out.

So installing a. I think we should install a bigger supply, bigger amount of air to there, and we got to get the room out.

Got to get the air out of it.

So we're, you know, I think if we probably put a return in there, that should probably do the trick now.

Does it?

That doesn't sound very certain, does it?

I think if we increase the airflow and, you know, we put a return in, that should probably do the trick.

That's just how most people's language sounds.

But that is not a term of certainty.

What that should sound like is, here's the problem.

There's not enough air going to that room.

You see all these.

Here's pictures of all the.

All the other rooms.

It's much larger going to the other rooms.

Right?

Right.

So the problem is it's not getting enough air.

And you said she sleeps with the door closed, so there's no air being that's able to get out of the room.

So it's kind of like when you close the door, it's kind of just like shutting off the vent because no more air can.

The room fills up with air and no more can go in.

Right.

Does that make sense?

Yes.

Okay, great.

So the solution is we increase the amount of air going to the room and we add a return to the room so we can get air back out of the room so it'll circulate through.

So if the door is open or closed, it'll stay the same temperature in that room.

If the door is open or closed, does that make sense?

See here the difference in the explanation.

Hear the difference.

By removing the terms of uncertainty and saying, here's the problem, here's the solution, it's going to solve the problem.

Does that make sense?

Can you see how this is the solution for the problem we just looked at?

And that type of language will change everything for you.

And you could do this with anything.

It could be with maybe IAQ stuff, Right.

We'll say humidifiers.

A good example.

The house we were just in recently, he's got three standalone humidifiers running.

He's filling nine gallons a day through these things, right?

Three gallons of water in each one.

And we're like, hey, if we install.

How about if we just Install humidification into the entire system so all of the airflow through the house is humidified.

You won't have to do this anymore.

It's going to take a load off your back.

And because now we're putting it into all of the airflow through the house that's going to circulate, that means that humidification, you can set a specific set point for the house and it's going to stay there for the whole house.

Can you see how this is the solution?

And he instantly was like, absolutely.

That.

That's going to save me so much time and headache.

And every area of the house is going to be where we want it to be now, instead of having to just like, move these around to focus on each area.

The level of certainty is so much different.

And that is what people buy the homeowner buys you more than anything.

They buy your confidence that you're going to solve their problem.

And you can only communicate that by the language you use as well as your certainty.

When you use those questioning words, you know, I think that it might.

It probably will.

That doesn't instill confidence in them.

And at the end, that's why you're still getting.

I want to think about it.

That's why you're still getting.

I need three bids.

Because they don't completely trust that you're going to solve their problem.

The second that they trust that, it's game over, they're signing.

Right.

Then when you start to get those homeowners that you get to the end of your presentation, you ask for the sale and you start to hear the things like, you know, I don't normally do this on the first visit.

Normally I get two or three bids.

But I really like you.

And this really.

See, I trust you.

And it really seems like you're going to solve my problems, then you're doing it right.

You will start to hear homeowners say those kinds of expressions.

They do absolutely say that.

Like, you know what, I've never, I mean, so many times I've heard, you know, I've never signed a contract with the first person I sat down with.

But I have no doubt that this is going to solve the problems we need, the problems we have.

And I've been really happy with this presentation.

And you seem like a great guy.

That is, you will hear over and over and over.

And ladies, of course, personally, that's what I used to hear.

But when you execute this properly and you have all the confidence in the world, that.

And start to use expressions like, you know, every House is, is a little different.

So we customize the solution for every home.

But we see this problem all the time.

And here's the solution for it.

When you start to use language like that, you're speaking at a different level than other contractors out there.

Other people are walking in the house like, oh yeah, I bet this room is probably hot, but it's probably cold.

Yeah, yeah, we get some more airflow in there, I think it's gonna be fine.

And if, when that's the language, there's no certainty there, they have no confidence that you're gonna solve the problem.

When you walk in and say, absolutely, we take the time to do it right.

Every house is a little different.

So we still have to measure, we still have to calculate, we still want to verify what my theories are, what my idea for the solution is.

But this is a problem we see every single day all over town.

We've worked done so many houses in this neighborhood that are built very similar to yours, and we had no problem solving those issues in the other house.

I'm confident that once I calculate what's happening here and measure it, I'm confident this is going to be just another day in the office and we're going to solve this problem with ease.

It will be easy solution and you're going to love it.

Five years from now, you're going to high five me in the grocery store and say, man, that's still the best decision we ever made.

That level of confidence and certainty is what sells jobs.

That's what sells jobs.

On one sit closes.

There's no reason to shop somewhere else when you can communicate at that level.

And it doesn't even become a price objection anymore because they trust that you're going to solve the problem.

This is how.

If you've ever wondered how those companies are getting away with selling jobs at 2, 3, 4, $5,000 higher than everybody else in town.

And why do people keep going to them?

Because they figured this out.

They're confident, they know they have the solution and they communicate that value to the homeowner.

The homeowners getting taken care of.

Next level, it's premium service.

Be that premium company.

But in order to promise that, you got to deliver.

That's the thing.

You can't just promise that and then do the same thing that everybody else is doing.

You have to take care of them to the next level.

And when you do that, the whole world opens up for you.

Your profit margin is higher, your commissions are higher, and everything else goes away.

Because now you're taking, you're taking that radical responsibility to touch it once, do it right, not have to mess with it again.

So that's the message for today.

Get rid of terms of uncertainty out of your vocabulary.

Get rid of calling things expensive.

That's only a perspective to you.

You have to divorce yourself from the price.

It literally does not matter what the number is.

The number is not up to you.

The number your numbers are your numbers.

Be proud of your price.

And at the end of the day, it doesn't matter what the number is because we're not selling on price anyway.

If you're selling on price, you're selling on a race to the bottom.

Stop it.

I'm telling you right now, stop doing that.

Sell on value.

The minute that your stack of value is higher than their stack of dollars they are signing, if they're not jiving, they're not signing, right.

The minute your stack of value is higher than their stack of dollars and you're showing the highest value, the highest stack of value compared to anybody else they've talked to, it's game over.

So let's just end the game right now and they don't have to shop around.

You don't have to chase them and follow up.

You can just close it now.

I mean that's literally why I named the company this, because you can close it now when you have the certainty and the confidence to deliver.

So that's the message for today.

I hope you got some value from this.

Yeah, message me.

Samoseitnow.net I will want to hear from you.

I want to know what value you're getting if you want to contact.

So I do two levels of coaching.

I've been getting this question a lot.

I guess there's uncertainty about it.

I do one on one coaching which is virtual.

It's a six month program.

Take you from zero to hero in six months, literally.

I have so many stories of people who've doubled their income, doubled their sales throughout that program.

It's really, really affordable because you make a few extra sales which you're gonna, it's gonna pay for itself.

So reach out to me one on one.

Virtual coaching.

We just had some people get started.

I'm running out of slots right now.

So make sure to reach out before all the spots are gone.

We'll get you to the next level.

The other coaching that I do is site visits for your company.

It is a four day event.

We do half a day in the classroom and half a day I'm going to ride along with you to Demonstrate to show you what the conversations should sound like.

I'm going to let you're going to do it and I'm going to coach.

When it comes into closing, if we need to, I'm stepping in and closing the deals in the house.

We're also showing you how to build up projects much larger than whatever you're selling right now.

I guarantee you you're leaving money on the table from what you could be doing in every single house at every single project.

A good example is I just got a message from selling tech where I was just adding $115,000 week and was like, oh my God, I've never combined some of this stuff before to sell to homeowners.

I've never even offered it.

But after spending four days with you, I have the confidence and no problem asking showing homeowners what is available and asking for the sale.

And it's like it's blowing my mind.

They're just saying yes and it feels so good because I'm serving them differently.

So shout out to rj, you're killing it, brother.

And everybody else, man.

Those are the two levels of coaching.

Also the profit Rocket growth summit Austin, Texas September September 272829 in 2023.

Make sure you're at that event.

It is going to be off the charts, the number one H Vac event of the year.

I'm going to be a speaker.

So many speakers are top level guys that have grown.

Company just interviewed a guy, he's coming out.

The episode's going to come out here in a couple of weeks.

Mario Lopez, he's over in California, been in business six years.

Two years ago he got serious and grew his company from eight people to 50 people in two years.

So that's the kind of top level speakers that are going to be at the event.

So make sure you get there.

Reach out to me.

I can hook you up with a ticket link.

There's a discount because I'm a speaker.

I get a speaker's discount link and everybody go join the Facebook group.

So much is going on.

I am excited for what's happening right now in the world of H vac.

The technology is changing.

Everyone is up leveling.

Get around champions, get around top achievers, get around people who are closing it now.

And watch your life change because you'll start to pick up the right habits.

You're going to start to pick up the right mindset.

Most of you already know what to do.

It's the story you're telling yourself in your head of why you can't.

If we can change that story to why you can, the whole world is going to change for you.

So everybody, thanks for listening today.

Thank you for hanging out.

I am so excited to see you succeed.

Go change the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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