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

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

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

This podcast isn't just about selling more, it's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

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

This is Sam Wakefield.

All right, welcome back to Close It Now.

Sam Wakefield.

Here I am.

I'm just really jazzed about this series because it is completely, completely showing everybody what is possible, what can happen.

And I have an update based on this last week in between this last the last Monday's podcast where I introduced the door series, being a carnivore, going out and creating our own weather, right?

So I went proving it of course, because I actually have a coaching client that lives close enough to me in the Austin area that we can coach in person, which is really cool.

That doesn't happen very often.

For whatever reason, everybody that lives close to me, nobody reaches out.

But everybody who lives states away from Austin, Texas are the, you are the rock stars.

So you reach out and we connect and I go out.

In fact tomorrow or this week, this next week I'm flying to Boise, Idaho to work with the company up there for a week.

So if you're in Boise, this podcast will release the Monday that I get there for the week.

So reach out to me and yeah, maybe we can grab dinner or something and connect and chop it up.

So let's, I'm going to go over step one of the this is a whole series.

So we are talking about how do we go create business, right?

We're breaking the misconceptions surrounding canvassing, surrounding door knocking for H Vac.

I am leading the charge for that because there is so much business that no one is touching, no one's doing anything with.

So to recap a little bit, we're going to cover today the five steps of the door pitch for H Vac.

And I'm just going to walk you through the whole process.

Right through this series we're going to cover all of the pieces and parts of what it looks like to door knock for H Vac.

And of course at the same time, when I work with your organization, I'm literally showing you how to do it.

We're going out, we're creating business.

We are.

With zero lead cost.

Because that's the best part of it.

And I'm showing you how to multiply your revenue literally within days of Dubai doing this.

So that's the great part of me and the Close It now organization, the CloseIt now team, you'll be happy to know.

I know, I'm happy to know.

I'm talking to several total freaking badass rock stars who are going to be coming on board with closeit Now.

This is really great because I'm extremely selective with who I work with and who I will allow to represent the closeit now, the Close it now brand, and to work with all of you that listen, because I guarantee results.

And I mean we guarantee the results for everyone that works with Close It Now.

So that's the cool part is the right people are being attracted right now.

So if you are someone who completely resonates with my message, that resonates with the Close it now concept, the permission based selling, but also being ravenous, right?

We're like the craziest mix of a freaking velociraptor when it comes to intensity and work ethic and drive, but also with the very smooth permission based process that I mean, we're basically.

It's this crazy combination where we just, we go in and we close the deal.

Not because we're forceful, not full of ego, not pompous, not anything like that.

We truly, truly care and serve the homeowner.

So if that is you and you are a proven closer, but not only closer, the difference is you have aspirations to make a bigger impact.

You want to up level the country.

You want to really dial into the mission of Close it now.

The message of showing everyone what is possible.

And in fact, I'm going to read you the mission statement again because I am looking right now, I'm very actively looking for people who want to come on board and help with this message.

So here is the mission statement of Close It Now.

It's like within the realm of H Vac, we are spearheading a transformative movement.

Our goal extends beyond cells.

It encompasses every facet of life.

We are the driving force, inspiring top performers who crave excellence not only in their professional endeavors, but also in fitness, nutrition, relationships and personal growth.

Together we're proving that we can indeed have it all.

Join us in revolutionizing the H Vac industry and unlocking our fullest potential, both personally and professionally.

So if that resonates with you, reach out to me, Sam.

Closeitnow.net and let's have a conversation.

I am actively onboarding trainers who understand the message and want to make a bigger impact in the world because I cannot do it all by myself.

And I know if you want to go fast, you go by yourself.

If you want to go far, you go with a team.

And so I am building.

I'm calling the tribe in and that's what's going on right now.

So reach out to me samoseitnow.net and let's chop it up.

I want to know who you are, what are you doing and how we can resonate and really, really make a.

It's time to make some freaking noise in the H vac industry.

Anything that's been done the same way for 50 years has ripe for revolution and that is what we are doing.

So, my friends, let's get into this episode.

I'm super stoked today.

So we are talking about being a carnivore, being someone who decides to take radical responsibility for your business and your destiny and your income and stop relying on the company to just spoon feed you those leads, right?

What that means is we can get out and we can talk to people, right?

If you truly believe in what you do and how you can help people, then there's not a single person who you can't talk to who's off limits.

So that means how do we get in front of more people?

It's numbers, right?

And the better we get, the numbers get better.

But how do we get in front of more people?

Well, we go find them.

If you're only relying on digital ads and marketed ads, you're literally only touching 3% of the population because those are the people whose, you know, equipment is actively broken or the homeowners finally pick up the phone or answer a form online and reach out to a company.

No one is doing anything with the other 97% of the population of the homeowners out there.

So that is where we come in.

So this series from herbivore to carnivore adopting that hunter mentality is let's get on the freakin doors.

Let's start this off with a story from the field because I am proving that this is possible.

So back to the story with my local guy.

I can't say his name for a couple reasons right now, but I will as soon as some things adjust in his personal life and business career.

But what happened is this.

Last week him and I went out in the field.

He's never knocked a door in his whole Life.

And so the misconceptions I've always had, you know, I had for years in H Vac, is, well, I'm too good to knock doors.

What are people going to think about me?

They're going to think bad about our company, all of these things.

People that knock doors can't get real jobs.

Until I learned that there are hundreds and hundreds and hundreds of people across the country that are door knockers that sell everything from alarms to windows to siding to paintless dent repair, you name it, roofs to solar pest control that are making personal income of a million dollars plus a year strictly from the sales they make knocking doors.

And when I heard that, and then I went out and I started knocking doors myself, and I proved that it's possible.

So now I am here to tell you there is a better way as an industry.

We became lazy, lazy, lazy, lazy over the last few years.

I mean, how many times have you heard people.

And I know I used to say it myself.

If you're sitting around in the fall, in the spring, and wondering, okay, what are we going to do?

There's no leads coming from the company.

It's desperate times.

Call.

Volume is down 30 to 40% in the industry, and I guess we're just gonna have to really tighten up.

Maybe we'll have to lay some people off.

Screw that.

I choose not to participate in this recession.

We create our own weather.

Let's go get it.

So with that idea, I went out this last week and took a lot of time training.

So we didn't hit as many doors as we normally would because it was mostly training time.

But let me tell you what happened in two hours.

We set two appointments.

Averaging an appointment an hour.

It would have been more, but the very first door we knocked on, the lady set an appointment, but she also talked to us for an hour.

Now, the person I was training, there's a lot of skill with door knocking, and you would never let anyone go on that long.

You cut it off and move on, because that's a lot of wasted time.

But the person I was with, I wanted him to get that warm, fuzzy feeling of, wow, this is amazing.

And it's really not as bad as I thought.

So we hung out with her for a while.

He actually went to the appointment today.

She was so engaged that the appointment went exactly as we predicted.

And it was great.

He's, you know, working with her to get some temperature differences solved in her house.

And so that's awesome.

So we went out for two hours.

We set two appointments.

So let's do some math because that's really where I want to get with this.

And so the efforts of basically one person, if you go out and those are really rough numbers, the better you get.

It's usually more like two to three appointments in an hour.

But we'll just get to use one for now for simple math.

So, for example, if you're a company that your lead acquisition cost is, I mean, lead acquisition cost on average is $1,000, $1,200, $1,300 right now.

And in two hours we went out and set two zero cost appointments.

Now these aren't just leads.

These are actual qualified appointments.

And we know they're qualified because we qualified them.

Now take that same person and you put them out in the field for two hours a day, five days a week and the numbers will hold the same.

So that's, you know, two appointments every two hours.

So that's 10 hours they've been out.

They just set 10 appointments in a week at zero acquisition cost.

So if you're paying on average $1,200 per customer acquisition for appointments, we just saved the company.

What is that, $1,200 times 10, $12,000 of lead acquisition.

Customer acquisition cost in 10 hours of knocking doors.

Wow.

How does that scale?

I mean, if you close at 50% and you do that, you know, every week of the month, that is what, 10, 20, 30, 40 appointments closed at 50%.

That's 20 new projects sold at zero lead acquisition, zero customer acquisition cost.

Now that's one person not even going out on the weekend.

So scale that out and it gets ridiculous really fast.

So the fastest way to double your company is to just double your sales team.

With a couple carnivores who go out and create business on their own, your job now becomes how fast can we hire for production to keep up with these guys?

That's exactly what I am helping companies do all across the country right now and is blowing minds because we're making some serious noise in an industry that has been so vehemently against this for so long.

And we're proving that it's possible.

So I'm here to today this episode.

We're going to recap the five steps of the door pitch and then we're going to just bust into the first one.

And I'll tell you what, is working in the field right now because we just proved it.

So is this making sense to everybody?

Everybody raise your hand if this makes freaking sense to you.

But because it is time to do something different in an Industry that has been just so, like, completely against this for so long.

I can't even believe that nobody's done this.

But now it's time.

So Sam Wakefield leading the charge.

Four doors in H vac.

I basically have become kind of the face of it right now.

So here we go.

The pitch overview.

Are you ready?

Number one, break preoccupation.

Number two is the problem.

We have to expose what the problem is.

Right.

Number three, the solution.

Number four is the pullback or the takeaway.

And number five is the transition.

So we're going to.

Today, this episode, we're going to basically cover the break preoccupation part of it because we all know that when.

And we've, you know, we've had people knock on our door and do not judge canvassing by how you feel when people knock on your door because you are not your customer.

What.

And you know, kind of what happened.

Like, my wife, she's like, I hate it.

It's awful.

They're always breaking my routine or all those kind of things.

But my wife is an anomaly.

She's not the average person.

Right out of every 100 doors, you might have maybe two or three people that were angry that you knocked on their door.

But that's fine.

Who cares?

There's the best part about it is abundance mindset.

There are thousands and tens of thousands and hundreds of thousands of more doors to knock on that are new leads.

You never run out of leads when you're knocking doors.

It's an infinite supply.

So remember that.

It's beautiful.

So number one is break preoccupation.

Because people are in their house, we're interrupting life somehow.

So there's always something going on.

If it's during the day and they work from home, they're on a meeting, it could be dinner time.

You never know what's happening and it doesn't matter.

So breaking preoccupation is capturing their attention.

So they focus on you for the time that you're there to convey the message to them.

You're peaking their interest.

We're getting them to focus in and completely forget what they were doing inside the house before they opened the door to you.

So that's why it's called breaking preoccupation.

They were preoccupied with something else and we have to break that so they can focus in on us.

A fun story from a friend of mine who is on my.

Is actually in my solar team.

That's where I learned most of my doors because that is a hard door to knock.

And I'm here To tell you H Vac is a freaking piece of cake when you get a little bit of the language down.

But he broke preoccupation so much with this homeowner.

One time, homeowner opens the door.

He was in the middle of putting his shoes and socks on and the entire like 12 minute conversation at the door where he ended up setting an appointment.

The homeowner standing there with one shoe on, he's holding his second sock in his hand and is barefooted in his second foot the entire time.

And it was so locked in with what he was saying.

It was beautiful.

It was such a real.

That one was actually recorded on video.

And it was like the most incredible, like just art to watch that, that, that level of breaking preoccupation, to watch a homeowner stand there for 12 minutes with one shoe on and one shoe off, holding his sock in his hand for his second foot, and stood there barefooted with one foot the entire conversation.

So it was a freaking blast.

But breaking preoccupation.

So right now, so few people knock doors for H Vac, for air conditioning, for furnaces, for heating that basically it's the easiest thing.

So there's.

It's not hard to differentiate.

The one thing that worked really well the other day, and it does for me a lot, is the moment you knock on the door.

Because think about it, who knocks the doors the most right now and has for the last several years, it's solar people.

Well, homeowners are so basically in most neighborhoods are really, really tired of solar salespeople knocking the door because there's so many of them that don't do it right.

They just see big money and they're out there trying to get.

Trying to cash in, but they don't under.

They don't study, they don't go through this process to even learn what you're learning right now.

So people are overrun with.

That is why they are so, so much right now, are so resistant to the door.

So the easiest way right now for you to break preoccupation, if you decide to try this and if you do, reach out to me.

Find us, Find the Facebook group.

Close it now.

Join the Facebook group.

Pop me a message.

We are doing some cool stuff in there.

So breaking preoccupation, you knock on the door.

So basics 101, and this is actually taught.

I have an online course on door to door experts.

There's a post in.

I'm about to put up a post in the Facebook group with the link to that course.

You can buy it it's dirt cheap.

It has the entire close it now cell system in it, as well as all of these door pitches that Sam Taggart and I role played together to teach you so you can buy that online course.

It has all these modules in it, and I'm constantly adding to that course, so I'm increasing the value for it all the time.

But breaking preoccupation, you knock on the door, you back up just like normal.

Turn sideways a little bit, don't stand square to the door.

They open the door, and instantly your hands go up.

You're like, hey, how's it going?

My name is Sam.

Hey, listen, we're not solar people.

You probably get a lot of that, right?

And they'll laugh and you'll laugh and they'll say, oh, thank goodness.

And then they take a half step out and they're like, okay, well, what do you got?

And you've completely broken preoccupation.

And it's so simple.

It's just like that.

My other favorite breaking preoccupation is what I actually.

What I didn't even know that I was canvassing or door knocking for years, but I've done this for a whole decade of my career when I was in the field is I would.

I mentioned this in the last episode.

You know, take my wife and our babies for a walk in the strollers.

Or we would just go for a walk in the neighborhood.

And always go to different parts of the neighborhood.

And I would just listen, listen for the noisy condensers.

Or I would look for the furnace flu stack coming out of the roof.

That's the old ones, the rusted ones, the ones that are out of code.

And just make a note of those addresses.

So you can literally drive around or walk around through a neighborhood and look for that.

That's called spot knocking.

And when you see the old condensers, you hear them from the street.

You see all those.

When it's summertime, your condensers are running and they're loud, knock on the door.

And literally they open the door, they answer.

And your pitches, you know, it's like, hey, listen.

And hands up, kind of in surrender.

Listen, I'm the air conditioner guy, or I'm the air conditioner lady.

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

When's the last time you had that thing checked?

And that's a perfect way to break preoccupation.

And in the following episodes, because I don't want to turn this into like a five hour Episode.

We're going to cover each section of those five sections.

But this is the Breaking Preoccupation episode.

So those are two very effective ways to do that.

The other way to break preoccupation is what Sam Taggart calls the shirts and hats.

Find something to talk about.

And the whole goal is just to be a normal person.

We're not trying to be like you've heard me say so many times in this podcast, don't use that creepy salesman voice.

We're literally just being a normal human being having a normal conversation with people.

But, you know, you have something extremely valuable and we can help them.

The other difference with knocking doors for H Vac is this is a need based sale.

Everything else that is that canvassers do is a want based sale.

If it's insurance, if it's mortgages, if it's like I mentioned solar or pest control or alarms or windows, all of those are want based.

That means you have to create a need for that homeowner to want to buy that or want to purchase it.

Now, with H Vac we know and they know it's inevitable.

They already know at some point in time they're going to have to make this decision and pull the trigger on this purchase.

We know it's going to happen.

So that's what makes this so powerful.

So that's what breaking preoccupation is so cool.

When we're like, hey, listen, we're the air conditioner guy.

They're like, what?

Yeah, we're.

Listen, we don't normally do this.

We're not the solar people, so don't worry.

And really the next thing is part of the breaking preoccupation is, hey, we're not here to sell you anything because we're not.

We are absolutely not there to sell a single thing.

We are there to help and to serve and to offer things that they can take us up on.

And it's a free service.

So I'm going to get into that a lot more in the next episodes as we get into the problem and we get into the solution.

But the concept is, and we have to really, really adopt the mindset of again, I've got my notes here because I've got like six pages of notes for these episodes.

Guys and ladies, it's going to be amazing.

But we have to adopt the mindset of if you get it, great, if not, no big deal.

And that's true because we can always talk to hundreds and thousands of more people, right?

So breaking preoccupation, it's really simple.

Starts with the hardest door to open is the car door.

So you get into turf and you get out right away.

Turn that car off and get out.

Don't let yourself sit there and talk yourself out of it.

Even the best canvassers that have been doing it for years get butterflies and get nervous on the way.

But we get there, we get out.

And then you're going to get a counter, get a tracking app, a counter app.

And you're going to count number of doors, you're going to count number of qualified conversations, you're going to count number of appointments, you're going to count number of sits and number of sold projects because all of those are different metrics that we want to count.

So over time, I'm going to teach you how to the difference in leading metrics versus lagging metrics and how to create a predictable outcome based on the efforts that you put in.

So so far we're tracking at for the very first time, door knocker.

We were tracking at an appointment an hour and that is on a weekday during the afternoon.

So that's not even prime time, which is like 4:30 to 9, 4:30 to 8:30, 4:30 to 9.

So that's prime time.

This was afternoon.

We didn't even get to later in the evening because we both had a couple of other appointments.

So, so we're tracking at an appointment an hour.

So if you have a team of two, let's say a team of three, three people who go out for three hours a day, five days a week because clearly we're not doing anything else this time of year.

And they set each set an appointment an hour, which is really conservative numbers.

That is what, 3, 6, 9, 12, 15 appointments for the week that you didn't have 15 qualified appointments at zero lead acquisition cost.

So that's 15, 30, 45, 60 appointments for the month.

Even if you close at what, 30%, that's still 20 appointments or 20 sold projects that you didn't have at Z.

And we're still talking about zero lead acquisition cost.

So I mean, when I'm putting together teams for companies, it does not take very many people to literally double the revenue of a company.

So reach out to me and we can have a conversation surrounding that because I am on this mission to explode your company.

I want you to not be able to keep up with production literally improving right now that in the shoulder months, when everyone is crying the blues about call volume being down, it's the shoulder months.

And what are we going to do?

I'm proving that we can go out and set more appointments doing this in the perfect weather time of year than your marketing dollars got in your busiest weeks of the summer.

So proving it right now in real time.

So I'm creating case studies, we're going to track it and we'll show you that it's possible.

So step one is break preoccupation.

You got to break their preoccupation at the door.

And not everyone will.

We had a couple doors like, hey, just not interested, close the door.

Didn't even hear what it was.

Right.

We didn't even have a chance to even say like two words.

And they closed the door.

So what?

Some will, some won't.

There's always someone waiting, let's go on to the next door.

And it's perfectly fine.

So that is the, that, that's the message for today.

There is so much power in this that no one is tapping into yet.

But I am here to show you the way.

So.

And the coolest part is the close and now sell system is based on marketed leads and cold leads and warming them up so fast that they don't shop us, they don't price shop us, they don't get three bids, none of that.

So this even complements it even more because now we're qualifying appointments, we're qualifying people at the door.

So it's super cool the way it works.

Your company has to be open to self generated leads and I hope that your organization will pay you more for self generated leads because if they're not having to pay a customer acquisition cost of 800-900-1000, $1200, $1300 per client and you're just bringing that to them, they should give you a cut of that in commission.

So if they're not, have that conversation with the owner or the manager, whoever, and get that in place.

Also, if your company doesn't want you to do this, but you know what?

I'm taking control of my own destiny, then there are some red flags there.

I'm going to do an episode soon on what are the red flags of the company?

I mean, when is it time to move on to a better company?

Is the atmosphere and the culture and the company's policies toxic?

Are they stuck in the old ways and not moving forward?

Are they not, you know, are they limiting you in your income potential?

Right.

And so I'm going to do an entire episode on those red flags and as a complement to that, because if you're listening to this podcast, it's Never about just the negative.

We're totally going to throw in positives to look for in a good company and what the culture looks like and all of that.

So stick around, stay tuned.

That is going to be great.

There's just so much good stuff going on right now in the world, in the marketplace.

If you see this time right now in 2023 as a depressing and a downturn and all of that, you're just not seeing opportunity.

There's so much opportunity right now.

It is amazing.

And so I'm so excited to continue this series.

But that's two ways to break preoccupation.

If you want to talk more about it and join the Facebook group, because I'm going to be having some really amazing door knockers doing some training in there.

We just did a training with Jonathan Neves.

He closed a $244,000 project with a homeowner and his average ticket for the last couple years has been above $30,000 average ticket consistently.

So we just did a master class in the Facebook group with him.

I'm bringing in some total, total rock stars.

They're going to be doing some master classes in the Facebook group covering a lot of different topics.

So go join the Facebook group.

That is the place to get connected.

You can reach me there as well.

You can email me, Sam closeitnow.net you can text me 512-364-8559 or you can, yeah, join the Facebook group and message me if you've ever gotten some value from this podcast.

Scroll down to the bottom and leave me a review.

This just like your lifeblood of your business is reviews, so is mine in this podcast.

So I would appreciate a five star review from you.

And yeah, that's the episode today.

Thank you so much for tuning in.

I am going to continue.

We have at least four more episodes on this topic because we've got to cover the problem, the solution, the takeaway and the transition.

And then, you know, there's so much to cover.

If you have an idea for an episode or an idea for a guest that you would like to hear on the episode, also send that to me, email me, you can text me, join the Facebook group and send me a message there because I am constantly looking for guests.

If you think you would be a good guest on the podcast, also message me.

Let's talk.

Let's see why you think you should be a guest and what value you can bring to the community and you just might end up on the show.

So that is, that's the episode for today.

I do want to give a huge shout out though.

I realize that I need to start doing this because there are some.

There are some of you, thankfully, which is awesome.

Leaving new new reviews on the podcast so I have to see the shout out for this episode is Mr. Delmore.

I'm not sure who that is, but it says Mr. Delmore just left Monday.

This week it says Close It Now.

Podcast is such an elevator.

I strongly suggest you tune in if you want to close more deals.

So thank you Mr. Delmore.

I'm not sure who you are, but I know you're listening and so here's your shout out, sir.

And for everyone else, let's go change the world one heat stroke at a time.

Let's go change the world one frostbite at a time.

Thanks for listening to Close it now with Sam Wakefield.

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