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.

Sam Wakefield here.

This is episode number three of the six part series of becoming a hunter.

So I am excited to talk about the next step in the door process.

Right.

Because this is what we are seeing, is seeing massive success across the country.

And if you want to know more about it, hit me up samoseitnow.net or join the Facebook group and shoot me a message.

Find the close It Now Facebook group and I can come to your location, show you how to recruit these hunters, these carnivores.

We could literally double the size of your company in a quarter.

Right?

Let's go out there and create business.

Let's we, we can be our own weather.

So this is number three in the series and we're showing you how to do that.

So let's get into it.

But first, the famous magical but first words.

Let's go through the what's in your cup session.

So I am super excited because one fun we had one of longtime listener Greg Goetz.

He lives in Phoenix and he happened to come to Austin for the F1 race this weekend.

And we got the chance to chop it up this morning over coffee and he had a fun suggestion about coffee and it's something that in the what's in your cup section, I'm always looking for new beans for new roast and lately actually I've been getting super into death wish coffee.

And what we did is I found a pumpkin.

It's pumpkin chai death wish, which I'm not normally into flavored coffees, but that's usually when they're too sweet.

This one actually is pretty freaking good.

But what Greg was saying is do about two.

He's like, he just goes to Trader Joe's and gets the pumpkin coffee.

He says theirs is pretty good.

It's ground about like a Folger's grind or something.

You put about a third of it.

A third of your pot is Going to be that and then like French roast or something as the other 2/3 of the grounds gives it a nice pumpkin flair.

Pho.

So this season, what's in your cup?

Right now what I've got is pumpkin chai from Death Wish which is pretty freaking good.

So let's everybody get a collective drink of your caffeine of choice right now.

3, 2, 1.

Alright, so let's get into this a little bit.

I know so many of you are out there and it's kind of like, I mean it sucks that I have to spread them out so many weeks, but there's so much content here on doors.

If you want to know more about doors and really dive into this.

Also my sales, my entire sales system is in an online course now.

You can find that@h vacdoors.net that's hvacdoors.net that's going to take you to the online platform for door to door experts.

That's where I am, the H Vac expert for door to door experts.

And we are making some serious noise in the industry.

So you can go there, you can find my course.

Also I am going to start talking about right now.

I am going to be one of the speakers at Door to Door Con in January.

I am super excited about that.

It is going to be the event of the year with anything that touches doors.

And I'm telling you right now is it is the time to start thinking about different ways to generate your leads.

Right?

Because with digital, I mean digital marketing, all that kind of stuff, that's how, you know, for decades heating and air companies have done it.

But I'll tell you, before there was digital marketing and Internet and all of that, we were on the doors.

We did that before and so now it's time to do it again.

And so Door to Door Con is the event of the year, I'm here to tell you.

So let's think this through a little bit.

The, you know, when we're looking at digital marketing, what happens is for people to come into your funnel like that.

Basically that's something that's already wrong with their system.

They've already taken the initiative, taken the action to reach out, that's like 3% of the population to, you know, actually take that step and come to that place, right?

So if we can catch people a little bit earlier in the funnel, a little bit earlier, right before they reach out and say, you know what, we're here for you, we're here to provide you education and information, then they'll go with Us, right.

It's amazing what happens when you catch them ahead of time.

So, like this lady that we knocked the door the other day, she's like, well, I have time right now.

I was like, okay.

So we went in and she's like.

And her exact words to us were, you know, we knew everything was old, we knew it was time to probably replace it, but, you know, we just didn't want to go through the three bid process.

I'm so glad you showed up today.

And when you execute the system properly, when you execute it the right way and you do your intros first and, you know, and all of that scripting is in my system, right?

So if you want to train, want me to train you, one, you can buy my online course, or two, you can give me a shout, we can hop into the training, the virtual training, or have me out to your company.

And I'm going to talk at the end of this episode about the experience in Boise this last week, because we are dynamically shifting an entire culture of a company.

It's so unreal what's happening there.

So back to the doors.

When you're.

When you're reaching out, when you're actually being a hunter, when you're proactively going into the field, what you're doing is you're effectively touching 97% of the rest of the population.

The best part is you get to pick where your clients are.

You get to pick your demographic because you're not just relying on some rando leads to come in and you have no idea what you're driving up.

Is it going to be a $5 million house or is it going to be a mobile home that's falling over?

Is it going to be a junkyard or is it going to be on the country club?

You just never know.

I mean, you.

Yeah, we can kind of geo locate and select the demo with leads, but it's not always true, it's not always the case.

But when you're on the doors, you know exactly what neighborhood you're in, you know exactly the clientele because you've worked in those neighborhoods.

So you get to pick the perfect spots.

And then.

And we're going out and doing it.

I mean, there was a huge shout out to.

Let me, Let me pull up his message.

But huge shout out to a homie of mine this past weekend over in Louisiana.

They are absolutely killing it.

They went out and he took a team of four this last weekend and they set like 15 appointments in like four hours.

I mean, this is legit.

Y', all, I'm telling you, the numbers are holding true.

It's my goal and my mission.

And I will prove to you how you can get more qualified appointments at almost zero lead cost this time of year in the shoulder months.

This is October 23rd today in the shoulder months than you can with.

It doesn't matter what your digital marketing spend is.

You can get more appointments this time of year at a tenth of the cost than you can at the busiest times of the year with just digital marketing.

So I'm here to show you that is how you're going to explode your business.

And if you're willing to do the work, so go to h vacdoors.net that will lead you to one, the place where you can buy the H Vac U course.

It's my cell system.

It also includes full modules where me and Sam Taggart, we role played the door pitch for H Vac.

We role played that and gave like five or six different examples.

So it's got all of that scripting in there.

It's got my entire sales system written out.

The sell system is designed for cold leads, which means it just works even better with warm leads.

But it's designed for cold leads to smash that moment of rapport within the first five to seven minutes and to co create a project with a homeowner so they don't say no at the end.

The numbers are tracking.

When I'm in the field we're implementing this process, we're seeing right around a 70% close rate, one set close and it is just insanely powerful.

The other thing that I want to make you aware of is door to door con 7.

I am so excited about that and I've got a code so you can get a discount on door to door con 7.

So at that same link h vacdoors.net when you scroll down there is an events tab, click on D2D CON 7 and let me tell you about the keynotes that are going to be there.

Lance Armstrong is a keynote this year.

Sean White is a keynote this year.

And the one that I'm most excited to see is Chris Voss, the founder of the Black Swan Group also wrote Never split the difference.

He is a keynote this year.

So super excited about all of them.

It's going to be an insane amount of value.

And the dates are January 25, 26 and 27, Salt Lake City.

And the code.

So when you go to buy your ticket and I highly, highly, highly recommend getting there when you go to buy your ticket, use the code SAMW10.

Let me make sure I get the right code for you, but use this code.

That code is SAM W10.

That's S A M W. The numbers 1, 0, SAM W10.

That's going to get you 10% off on the Door to Door Con tickets.

The tickets are really super cheap.

Anyway, you're going to love the price point of this convention and it is going to be total fire.

If you don't know the door to door experts, Sam Taggart and the door to door experts put on the absolute best events of any that I've ever been to.

I mean the, the parties are crazy.

The.

But just what happens during the event is truly life changing.

So I am going to be a speaker there.

Really excited about that.

So come check out Door to Door Con.

This is how companies are more than doubling their company size.

They are literally taking a company and turning it 10x in the matter of a couple years.

That is what I'm partnered up with right now.

I am leading the charge for that and I'm showing companies all across the country how to do that, which is super exciting.

So let's get back into this door section and go over the next step.

So recapping what we've covered so far in episodes one and two, Episodes one, we just talked about mindset and I gave you the steps to the door pitch, which is break preoccupation.

Number two is problem, number three is solution.

Number four is the pullback or takeaway.

And number five is the transition.

So last episode we covered breaking Preoccupation.

This episode we're going to dive into the problem.

Now, the thing with Doors is you have a very limited time to really catch people's attention.

That's what the breaking preoccupation is so important.

And then once they do, I mean the problem is.

And so this is truly what we're doing is we're going to one, basically be a human.

Don't put on the creepy salesman voice.

Just be normal, right?

Talk about, you know, we're going to talk about what we want.

We're going to be talking about the problem.

So the way that we do this is we're going to kind of reverse engineer it, right?

We have to think about what problems do homeowners have.

What are the reasons that they hesitate to reach out to a company?

What are the reasons they hesitate to call or to go online and schedule anything with, with the company.

They know they have the problems.

It's not new information.

The reason though is they don't want to Go through the effort.

They don't want to, you know, they don't want to go through the whole process, the three bid process and all that junk.

So if we can shortcut that for them, that is saving a massive amount of time and energy expenditure that they don't have to go through.

The other problem is, you know, basically.

And so really what we're going to do is we're going to use those hesitancies and those.

The problems of why they.

This is not the problem of, you know, a broken air conditioner or furnace, right?

This is not that problem.

The problem is the mental problem that homeowners have before they reach out.

You know, what are those hesitancies?

So the problems we're talking about that.

And so we're gonna kind of reverse engineer that.

So we've broken preoccupation.

You know, we've talked.

We've been a normal person.

My favorite is complimenting them when they have crazy doormats or whatever breaks the preoccupation.

And they're like, okay, cool, what do you got?

And so the problem as we get into this is we're just gonna talk to the homeowners like this, say, listen, Mr.

Homeowner, you know the problem?

Most homeowners, you know, basically, they don't even know what they have.

They're probably thinking, you know, my AC is fine.

Why would I talk to you?

You know, I don't want to deal with buying a whole new unit.

You know, no matter how long they've had, you know, their ac, they're trying to procrastinate, to reject you.

All of these are the problems they have, you know, and so the way that we pitch this at the, you know, at the door is how do we make their rejection?

How do we turn it into our advantage?

Right?

And so, page two.

And so as we do, really, so the script sounds something kind of like this.

Say, listen, you know, the problem is most.

And so you were at the door, right?

You're at the door, you've broken preoccupation.

Like, oh, what you got?

And so then we just instantly hit them with like, listen, you know, the problem with most homeowners is, you know, in here, in this neighborhood, when you say in here, you're referencing the neighborhood.

They've, you know, had their, you know, H vac for their heating and air system for 10 or 15 years.

The last thing they want to do is go drop another 20 or 30 grand or try to fix it, you know, so they call somebody and they get three bids like they, you know, they just don't want to go through that, right?

And they've been band aiding it.

They call those repair guys and they put a band aid on this and a band aid on that, and hopefully that's working.

But at some point, either we need to go, you know, put another band aid on something or we really need to replace it.

And that day will come, right?

H vac units don't last 100 years.

So we just went through the problem.

The guys over at the Black Swan group, Chris Voss and all them that I just mentioned, it's going to be a speaker at Door to Doorcon.

They call this an accusation audit.

Basically, you're going to call out all the objections before they show up.

This is classic.

Especially if you've got this built into the class, close it now process.

We're going to close the objection doors before we ever get there.

So not only have we broken preoccupation to talk about the problem at the door, which is we know the reason people haven't called is they just don't want to go through the process.

They don't go through the effort.

They don't want to be shown that they have to spend another whole bunch of money.

They have just been trying to band aid this thing for a long time and they know it's inevitable.

So what we're doing is we're just.

It's the accusation on it.

We're just calling out all of the problems right at the door.

And when you do it in third party, and it's not like, Mr.

Homeowner, you have been putting this off and band aiding, that's direct and that's confrontational.

It's not what we do.

But the beautiful way to do this very smoothly is just generally speaking.

And you can use this technique when you're really talking about anything.

If there's anything that you directly want to talk to a specific homeowner about, but you don't want to make it confrontational, you can use it as a generally speaking type of a conversation.

And so, like the term most homeowners, social proof, right?

So that's.

We're talking about social proof.

So we're going to hit them with the problem.

The problem is most homeowners in H Vac, they've had their system for 10 to 15 years and the last thing they want to do is, is go drop another 20 or 30 grand, right?

And try to fix it.

So they call somebody and they get three bids like they just don't want to go through that.

Right.

And they've been band aiding it.

They call these repair guys.

They put a band aid on this and a band aid on that and hopefully that that's working.

But at some point, either we need to go put a band aid on something else or we're going to need to replace it.

You know, we know.

And that day will come.

You know, these units don't last 100 years.

And so I hope you listened very clearly to my tonality through that as well.

It's, you know, it's very much, generally speaking, hey, listen, this is what happens.

These are the homeowners.

This is the nonchalant.

But also here's some information because our posture at the door is very much, listen, you can get this or not, I don't care.

Is really that, you know, if not, no big deal, right?

If you get this, cool.

If not, no big deal with that being our posture because we know we will never run out of leads.

It's very much a numbers game.

And the more we have these conversations and the better we get at it, the more those numbers are going to go up.

But if you go with what you have heard already, just the breaking preoccupation and this problem, I can guarantee you, if you go out right now, you're going to set minimum one appointment an hour and just go through the numbers, Go through the numbers, get some doors under your belt, get a few hundred under your belt, and you're going to come out of the other side of that a totally different person.

And you'll be setting way more than one an hour.

Like I'm telling you, like the four people over in Louisiana, the four people that went out over the weekend and set 15 appointments in four hours, that's better than one an hour, right?

So I am loving it.

So we're dominating with this.

This is absolutely what is blowing companies up.

We got some ravenous carnivores out there that are going to turn some business and get your butts to the door to door con, because that's how you're going to learn this conversation in no time.

I mean, imagine spending one weekend and being able to go back and set appointments on command at zero lead cost any time of year.

That is the power of what's going on here.

We're literally.

I don't think you understand how big this is yet, but what we're doing here and what we're creating is massive.

So reach out to me if you want to know, want to deep dive into this conversation.

I can show you not.

And the cool Part is, what I can show you is not only, you know, yeah, I can take you out and we can get on the door so we can set some appointments.

More importantly, I can show you how to recruit so we can start to build leverage so we can just absolutely dominate.

And this goes for all of you because I know not everyone in here is a business owner, right?

When you're a business owner, I can show you how to build a team that's going to completely revolutionize the culture and the face of your company.

However, if you're a sales manager, we can do the same thing.

If you, if you are strictly a consultant, I can show you one how to do this because you should be getting paid more percentage points on your commission for self generated leads.

If you're not, talk to the owner, right?

If you're not, have them listen to me and have them talk to me.

I will show them how they can afford it and how they should be paying you extra.

Or just move and go to a different company that does pay extra.

Because if you adopt this Hunter mindset, what's going to happen is you're going to start bringing in business of your own all the time.

It's going to drive your close rate up, it's going to drive your average ticket up and it's going to drive every single thing forward.

It's going to drive your income like crazy because most people are making an extra 2 to 3% for every self generated deal they get.

So if you follow this process, you can literally do one a day, at least one a day, if not more if you know what you're doing.

So I can show you how to do that.

Even cooler is if you are a, you know, if you understand how this works, I can show you, even just as a rep, how to build a small knocking team, a small setting team to set appointments for you.

You be the closer you go out.

I mean one person with a, could not, could barely handle a team of two to three knockers.

Not even close.

Because if each of them are setting 10 to 15 appointments a week, there's no way a single person could even keep up with that.

So I can show you how to completely multiply everything that's going on with this process.

So I'm going to be speaking back.

Recap.

Let's talk about this real quick.

So the step again, the steps of the overview, the steps of the door, pitch, break, preoccupation, problem, solution, pullback or takeaway, and the transition.

So that is the problem, which is this week's episode Next week we are going to do the solution and how to cover that.

But basically we're just calling it out.

It's the audit acquisition, the audit accusation audit like they say at the Black Swan Group.

And so if you want to hear more about that, make sure to get to door to doorcon.

I'm going to be there.

So that's H vacdoors.net you can pick up both my online course there which has all of these door pitches in it.

It's got the entire sales system which people are killing it across the country with.

And so it's got that.

And then also tickets to door to door con use the code SAMW10SAMW10 for a 10% discount on those tickets.

And that is in January.

So I'm excited about, excited to see you there.

Come meet me in person.

We're going to be doing some really insane stuff and it's going to be a freaking blast.

And man, this is a good season.

This is the end of October.

And let's talk about Boise.

Boise was great.

So Boise Access Heating and air up there, they are killers.

They've got the ingredients to make some serious noise in the industry.

And I will tell you what they, they have committed to a year with me.

So what they're going to get is multiple on site visits.

We're going to be doing some virtual training, we're going to be doing accountability.

I am helping them build out a bunch of stuff because I am committed to watching them multiply their numbers in this next short amount of time.

This is the system that's going to do it for them.

And so we'll be keeping this is documenting the process so we'll be keeping track of that along the way.

But I tell you, it is so cool to see those moments when people don't just have like a light bulb moment.

It's like when you go to when there's like a new club or restaurant open in town and there's big spotlights that have that shoot up into the sky.

That's what happens above every person's head, right?

So we went out, I went out with a service tech.

Yeah, it was, he was doing a fall maintenance.

It was a heat exchanger, had a big crack, big ass crack in it.

So clearly he condemned the furnace.

It would have been a sell.

He even said, and everybody else at the company like, yeah, we would have got a sale out of it.

It would have been, you know, a new system at maybe 15k.

However, we ended up closing the project at making the sell at more like 27 because we explained the equipment better, so they went with higher end equipment.

We explained features and accessories better, so they went with much better.

IAQ got a water heater out of it that was sitting right next to it.

So the whole process is so much smoother, so much easier.

And that's what happens every single time I go out, right?

We turn what would have been about a $15,000 sale into 27.

And even better is when we were leaving, the homeowners were super excited.

They were high fiving us, shaking hands, they were happy.

Now this wasn't an easy sell either.

I stacked seven different, I asked for the sale seven times in the house and stacked all these different closes on top of each other, which is what I teach in the course, of course.

But it was so powerful to go through this close and then this close and this close and then use the porch light close, which is super powerful.

Came in after that and had do one more close after that.

So it was awesome.

It was great.

But when you can high five them, be congratulations, welcome to the family.

You're going to have the most efficient, healthiest house on the block.

And they're so excited about it.

And then you go install the next day and it's game over.

So that was super fun in Boise.

Met some great people.

There's some good coffee up there.

Push and Pour is the coffee shop that I visited this time.

But because I'm going to be there lots of times throughout across this next year, I'm going to, we'll go on a coffee journey there as well.

But if you want me out to your site, your site visit.

Gosh, you know, my on sites are so much more than just sales training.

It's literally reaching down and changing the entire culture of a company and raising up to a new standard.

I am sick of all of the I don't know if I can do this, I don't have time for this type of mindset in the industry.

We are setting a new standard that does not have room for people who are lazy.

We are setting a standard of the hunter mentality.

We create our own weather and we're going to go into the community, we're going to serve the community at a different level.

We're going to help people, we're going to literally change lives.

Every single point of contact we have with homeowners, with clients.

And as we do that, as we do that, our projects are dramatically bigger.

We're closing at a much higher rate.

Companies are exploding because now everybody is excited and on board, we've planted a flag and said this is where we're going.

Forget all the other trainings along the way that people are tired of the confrontation and the pushback.

I mean, how many times can you tell somebody, here's a bunch of options and if you don't do this, your kids are going to die.

I mean, people get tired of that.

Buyers do not buy from that anymore.

So if you're tired of all those old systems, that hasn't changed in 15, 20 years, right?

Just because you have a bag of goodies and you show them, hey, here's this and here's that does not mean that they're going to buy from you.

You can't show somebody a brand new Gas Flex and tell them the other companies don't do that and expect to close deals anymore.

It's not how people buy in 2023.

So reach out to me and we can get started with a whole nother level of sales of closing.

And it's completely changing the way people do things.

So that is the episode for today.

I'm excited.

I'm recording these.

So if you are in our virtual group, what are we going to be doing is my ride alongs.

We're going to start dissecting those when I've recorded them in the house with the homeowners because it's powerful to learn this, but it's even more powerful to see this demonstrated if I'm not actually physically there with you.

So the virtual group is where we're going to be doing that.

So super excited about those going to get that rocking.

And in fact, this week is the next session of our virtual course.

So reach out to me if you're interested in the virtual accountability group as well because that is going to be really changing a lot of things also.

And last but not least, a couple things.

One is housekeeping.

If you have gotten value from this podcast, I would love if you would at the bottom of all, wherever you listen, scroll down and leave me a five star review.

Reviews are the lifeblood of the company and I just absolutely of your company.

They're also of mine too.

And so I love, love, love when people leave reviews.

And so the review of the day is.

Let's see, Hofbig is the person and they left me a five star, says Comfort Consultants.

This podcast has helped me implement ideas into my presentation immediately.

I have five different H vac sales podcasts in my rotation.

This one that has provided me the most value because I feel it is geared directly to what I do on a daily basis.

From asking the right questions to presenting options, this product podcast has hit home and has made the most sense to me.

I've reached out to Sam Wakefield for questions and received a response within minutes.

I hope anyone who is in this industry stumbles upon this podcast because there's something for everyone.

So thank you, Hoff Big, whoever you are.

I'm sure we've chatted if you've reached out, but yeah, I so, so, so appreciate the review.

You are awesome.

And I'll tell you if you do reach out to me.

Absolutely.

I will answer you.

You can hit me@sam closeitnow.net or just text me.

512-364-8559 is my cell phone.

It comes directly to me and I am not the guru that's out there like, hey, you can't reach me.

You got to go through my people.

No, I want to be in touch with you.

I want to see you succeed.

I believe in you.

Now is the time to raise the standard in our industry and we are leading that charge.

It is time to make a difference.

It's time to make a noise.

It's time for you to be the top producer in your company, in your market.

There's no reason you can't dominate your leaderboard every single month if you implement what we talk about in this podcast.

So reach out to me to learn more about my programs, learn more about getting me out to your company or to get connected again.

H vacdoors.net to pick up the online course for the first 20 people that grabbed the course since it just launched, I'm doing a free one hour coaching session with you.

So make sure to message me and shoot me proof of receipt and we will get that scheduled.

And also make sure to get tickets to the door to door con 7 in Salt Lake City.

I'm going to be speaking there and we're launching the H Vac portion of Door to Door Experts so I can show you how to how to open that in your company and how to absolutely dominate market saturation in your town in no time.

So that is the episode for today.

Hope it was valuable.

We have three more parts to this series which is going to be really exciting as we get into the solution and the solution and turn the takeaway and then turning the corner into the transition and yeah.

So thanks for listening everyone.

Go save the world one heat stroke at a time.

Go save the world one frostbite at a time.

Thanks for listening to Close it now with Sam Wakefield.

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