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.

Well, hey everybody, welcome back to the Close it now podcast.

Sam Wakefield here, and I am so excited about my guest today.

This guy is a total beast, but underneath the beast exterior, he is one of the most sincere, kindest, honest, full of integrity people that I know.

And you're going to hear that in this episode.

I'm sure that we'll talk about some of that stuff.

His story is also one of the coolest, most inspiring stories too.

You know, when you, when you see success, everybody thinks, oh man, he's got it easy, he's got it easy.

But what you don't see is the, the hard work and the effort and all of the behind the scenes.

And he's logged his 10,000 hours in before he got to this space, so it definitely shows.

I'm super excited to welcome to the show today.

This guy is tracking for a little over 4 million for the year.

He is.

And here's the cool part.

His average ticket is, would you say 12?

7?

Is that what we just said?

13.

13.

So.

Oh, I'm trying to cut out a grand there.

Thirteen, seven.

Right.

So that's a lot of.

He's closing a lot of projects, y'.

All.

And so everybody hailing in from Mississippi, this is Corbin Allen.

Welcome to the show, man.

Thank you, brother.

Thank you.

Been watching you for a long time, listening to your podcast for a long time and that's awesome to be here and thank you for the kind words.

Yeah, man.

Well, tell us a little bit of.

So I gave kind of a sneak peek, but tell us a little bit.

We always start out as, you know, on the, on the interview.

Since you listened for a while, you always kind of start out with a highlight reel, man.

Tell us, give everybody a little bit of your story.

Where, where'd you come from?

You haven't been in the, in the H Vac industry a real long time, but it's been a good Time, that's for sure.

So, yeah, give us, give us the.

Give us your story, man.

Give us your journey.

Yeah.

So we'll backpedal and kind of start from teenage years.

My mom and dad were never really together.

She remarried.

I had a stepdad, that's who I call my dad.

They got a divorce.

She got on drugs really bad.

I ended up making some really bad choices.

Dropped out of school in the 8th grade, got into a lot of trouble and at 18, found myself in prison for a couple of years.

Got out when I was 20.

Like I said, I dropped down in the eighth grade.

So I didn't really have any skill set to offer any employer.

I didn't have an education.

I was working some, you know, in and out jobs.

I was doing carpentry.

At one time I was really hungry, like I wanted more.

But the limited mindset that I had adopted was, oh, if you're a felon, you can never really have anything.

You can never really make so much money.

You can never really live that type of life.

So doing carpentry, didn't have any idea about carpentry.

But within about two or three months, I started a little side business building furniture.

And every time that I built somebody something, I would just price in the next tool that I did to the project or I knew it, I had everything that I needed.

And while I was doing that, my uncle picked me up and started using me on the weekends doing some commercial industrial change outs for a bigger company in Mississippi.

And after about six or seven weeks of doing that, he came to him and he was like, man, you were using you too much.

You're getting too many hours.

We cannot keep using you on the weekends, man.

I really enjoyed it, you know, I really liked it.

But he said, we can hire you, Get a brand new pay for insurance and you can make like $75,000 this year.

So how are you full time?

Yeah, right?

Yeah.

So, you know, going to what I was coming from, that was like, oh man, I didn't know what 401k was.

I didn't know that you could have insurance.

I didn't know you were supposed to get paid overtime after.

Right.

Didn't even know, man.

So I jumped in and really just hit it hard.

I mean, I would work a 12 hour day and then come home and watch YouTube videos.

Sure.

Listen to podcasts on the road that, you know that windshield drive time.

Just taking it used to my advantage.

And within about six months, he does not run calls by himself.

He just helps enhance tools and from Six months from hiring on, I was running all the calls by myself.

Right.

Wow.

Did that.

Did that for a couple of years.

We ran a lot.

It was 24, seven on call.

So I started exploring different avenues, different areas, and found a residential job.

And coming into residential, I had the mentality of, man, these guys just try to sell people stuff.

I'm not going to sell anybody anything.

I know how to do this.

I know how to fix this stuff, and that's what I'm here for.

Yeah.

And, man, I realized that I had the wrong mentality on it and was able to get, you know, at the company that I hired on with, they didn't let service tech sell equipment.

You had to turn it over.

That's true.

I was able to work my way into service sales where they did allow me to sell equipment on my service calls.

And for, you know, six or seven months in a row, I was producing really good numbers right there, most of the time at the top of the company.

So I was like, man, the only difference between me and the comfort advisors are they get home earlier, they don't have tools, they don't change condenser fan motors, and they make more money.

Right.

They're not laying down on their side changing blower motors in a hot attic in the middle of the summer.

Right.

Yeah.

So had a conversation with the owner and was able to transition over from service sales into a company advisor role last August.

Finished that year out, you know, majority of the year while I was a service tech, but I finished out right over three mil.

Yeah.

This year as we sit, I think I'm at 3,750,000.

So I should track over, you know, a little four.

A little over four.

Right.

But when I first took this residential job, I was looking online and I found the Close it now podcast.

And it was your episode early on with Gene.

Yeah, yeah, yeah.

With Gene Slade.

Yeah.

And Gene Slade was given the surge protector script.

I was like, man, this guy's good.

And I took it and ran with it and started utilizing it.

And that helped me kind of.

That helped me get to where.

Where I was at on the service sales side.

And I just continued to listen to you and continue to listen to him.

Yeah.

And after about a year of really, you know, utilizing everything I could find the jeans online, he ended up giving away a ticket to his mansion event.

Oh, cool.

In Florida.

That he does.

And it was a question.

You had to have that right answer to the question.

And I was the one that had the right answer to the question.

And I remembered the answer to the question because I heard it on one of the podcasts.

Oh, how fun.

And the question was, what is the salesman's two best friends?

And the answer was silence and questions.

And I was able to go down there and meet with him and really get some more information that he has and then, you know, just kind of taking it from everybody in the industry.

Yeah.

So I'm blessed to be here, man.

I love it.

Oh, so cool.

You know, that reminds me, there's a really, a really famous personal growth trainer, Jim Rohn.

He is.

One of his most famous quotes is.

Is.

And this totally.

Your story reminds me of this quote.

It says, you know, an education will make you, can make you rich, but self education can make you wealthy and can make you, can make you a fortune.

And man, you're living proof that, you know, who cares if you don't have a high school degree, you know, diploma and a college degree and all that stuff?

Because you chose.

You g. You became hungry and chose to learn, right?

And then not.

Not just learn, not just get knowledge, but implement.

I mean, your story about the.

The search protector script, but you immediately implemented it.

You know, success happens at the speed of implementation, right?

Speed of implementation.

Absolutely.

Love it.

Yeah, I've been super blessed.

I got a beautiful wife, beautiful boys.

We got four children.

Three of them are married into one of them we had together three years ago.

But I love them all the same.

We've been super, super blessed from where we started.

We just continue to grind it out and keep pushing and.

Oh, no, we had a quick break there, but give.

So give us some quick context here.

How old are you now?

25.

25.

You hear this, everybody?

This is a. I mean, what a cool story from getting out of jail at 20.

And by the time he is 24, crossing the $3 million mark across a year, 25.

Hitting a $4 million mark in the year.

From talking about zero to hero, Rags to riches story, because he put the time in and he put the grind in, you know, I mean, we heard him, right?

He spent all the time on work, 12 hour days, but then go jump on YouTube and listen to podcasts also.

And so, man, what a cool story, dude.

I freaking love it, man.

So what are you really excited about right now?

I mean, what's got.

I mean, let's stay within the industry for a minute.

And you know, in H Vac there's so many things going on, so many things changing.

What are you seeing in Mississippi, right?

So many people are like, oh, you can't do that kind of dollars there.

There's no money in the state and all this.

And, you know, we're talking a little bit about credit declines.

Right.

And so I want to dive into those numbers because here.

In a minute also.

But kind of what are you excited about?

What's going on that's got you on fire, man?

You know, I went to Gene's Mastermind in June, and then I went back in August.

So I've been able to implement a lot of that.

And I'm in his two times a week NINJA class.

Yeah.

So I'm steadily learning stuff there and applying that.

I mean, as we approach, you know, what everybody else calls the shoulder season, I'm just trying to stay consistent, follow the process.

Just closed out October at346.

I had a 41, 000 day yesterday to start the month.

So just staying consistent.

We picked up some no credit check lenders here recently that have been good for us.

Okay.

Because we see, we see a lot of credit declines.

I mean, if you look at the statistics, Mississippi, we do have the lowest credit rate and we are the poorest state.

So, I mean, you can only expect that.

But I don't let it get me down.

I just, I keep the same process.

I give everybody the same opportunity to buy.

Whether they're in a $900,000 house or a $80,000 double wide, they're still getting the same options, they're still getting the same, you know, treat them with the same respect.

Just being consistent and being genuine.

Right.

That's.

That's got me a long way for sure.

But I'm excited.

As cold weather comes in, it gets to my hobby.

I like to hunt, so I'm getting to, you know, get into that.

And I was able to shoot a deer with my bow a couple of weeks ago.

Oh, nice.

Opening day.

Opening day of youth season is this weekend, so hopefully one of my boys can shoot one.

And then, you know, as the holidays come in, we travel and, and just unplug and breathe a little bit after a year of running.

Right.

So.

But one thing I am excited about, we got a competition going right now.

From November 1st to December 31st, if you sell 600k, you get a trip to Rome.

Oh, a trip to Rome.

I'm pushing for that.

Yeah.

Have you ever been to Europe before?

No, I've never been out of the country, so.

Well, get your passports in order because I have zero doubt that you're going to hit that.

In fact, we can, we can talk offline about how I'm helping people.

Like, if there's not leads coming in, we're just going to go make them.

Because it's.

It's so easy to do right now in our.

In our environment.

Um, this just like.

Yeah, because that Hunter mentality.

Right.

It's like, instead of just sitting around and waiting for things to happen to you, let's like, okay, let's make it happen.

That it's like, if we take radical responsibility for our life and are providing for our family, then, hey, okay, I don't care if I don't have a lead.

Let's just go make it happen.

Right?

Yeah.

100.

I was listening to that episode, and you were talking about how we within the industry are so lazy.

Like, doctors have to go to school for eight years to make this type of money, and then they have to perform surgery on people.

Yeah.

You want to knock on doors.

Yeah.

And they get like, what, 4, 4, 5, $600,000 in debt to do it and then have to climb back out.

And we get paid along the way.

We get paid along the way.

And it's just crazy, but it's so true.

Like, we just don't want to beat the door down, but yeah, man, create your own luck.

You know, That's.

That's what I call it.

Create your own love.

Like, sure.

Don't wait for it to happen, you know, because if you're waiting for it to happen, it probably never will.

Like, you got to go get it.

Yeah.

You got to take.

I love it.

Oh, those were great episodes.

We've got a couple more coming.

That's.

We're.

We're recording right in the center of the.

The series.

There's two more of those that are happening.

And then actually, it's interesting the.

The timing of this episode.

We're recording for everybody listening.

We're recording November 2nd, and there is.

I'm starting the speaker series for Door to Door Con, which is going to be at the end of January.

So I'm one of the speakers up there in Salt Lake City.

25, 26, 27 in January.

And it's got, man, talk about a place of five to six thousand, just Hunter mentality.

People coming together that have decided to take that responsibility and set the world on fire.

Right.

The thing that blows my mind is what we didn't know in the H Vac industry for so long because we were just blinded to it, is there's literally hundreds of people across the country that are making a million dollars a year in commissions and their own revenue on the Doors and we have a way higher ticket item than most of them do.

We're just not doing it.

It's like Corbin, if I told you there was 5, 10, 15, $20,000 in this neighborhood, you just got to go find it.

It's behind one of those doors.

And you could do it every single day, would you?

Right.

It's just a matter of like saying hi to people.

Yeah.

And that's something I'm going to implement.

You know, moving into the, into the new year for sure.

That's some of the goals that I've already put down for myself is to quit being lazy in that aspect.

Like knock on the doors, follow up.

Like the fortune is in the follow up.

And there's, there's so many follow ups that I just don't.

That I could.

Yeah.

But I just choose not to.

And it's like you said, just being lazy or being content, you know.

Well, good is the enemy of great.

Right.

Kind of unraveling and turning into a different animal.

Like I told my wife, my goal is to be 100 debt free by 30.

That house, that's everything that we have, you know, knocked out.

So from 30 to 40, we can just buy property.

Sure.

And get cash, flow it and turn it into rentals or whatever we want to do there and some other avenues.

But I told her, I was like, you know, 20, 24 different animal.

Like I'm zing in.

Love it.

We're hitting those goals, man.

We might take 30 and drop that to 28.

There you go.

Oh, man, I love it.

So, so with the, when, when you're doing that and you're doing.

This is cool too, because I, I love when these like conversations turn into like a totally different direction.

So this is the time of year people do start doing that, goal setting and planning for the next year.

And so when you're, when you're doing that, what, what are some of the mindsets that kind of break it down for everybody?

Because clearly you've done a lot of development.

So when you, when you're sitting down with her, and I'm sure you're all probably going to do a lot more in depth as it gets a little closer to the end of the year.

But you know, you, as you lay your plan out and you work backwards with it, what does that look like?

I mean, just take us through a little bit of the exercise that you're, that you're doing.

So you have a very clear idea and clear path for getting into 2024.

Man.

I started setting goals before I really had a lot of time for growth and development while I was incarcerated.

Yeah.

I mean, I spent that whole little over two years just working on myself and I set some goals and I came out and I crushed them, but they were so small.

They were tiny.

Like, one of my first goals was make $750 in a week.

And I, looking back, I was like, that's limited mindset, man.

That's all I thought that I was capable of.

Yeah.

And now it's crazy because, like, just the lifestyle that we feel Now, I mean, 750 a week would get me anywhere.

Right.

You know, but, man, just looking back over that, I really learned that there's an old Charlie Greer saying, if you think you can, you're right.

If you think you can't, you're right, too.

Yeah, yeah, yeah, you got it.

I don't know if that's Charlie Greer that said that.

Somebody said that.

Yeah, he.

That's a.

That's a quote from Henry Ford.

Henry Ford, Yeah.

Henry Ford said that.

Yeah.

Well, and you're right, Charlie.

I love that you referenced Charlie Greer, man.

He's an old timer, trainer in the industry, man.

He was.

He was great.

Yeah, absolutely.

I stole that one from Gene.

But, man, that's such a real saying.

Like, if you think you can't, you're 100% right.

Yeah, you can't.

But if you think that you can, you're 100% right.

You can.

So as I sit down, I read, you know, one of Grant Cardone's book seller, be Sold.

Yeah.

He talks about, you have got to be completely sold, not just necessarily selling on yourself, on the company that you work for.

And, man, I'm 100 invested.

I believe in, you know, taking, Taking yourself serious.

Invest in yourself, invest in your, your physical, your mental.

Just a holistic approach from every aspect, man.

Like, I want to grow.

I want to be the best that I can be, and I'm gonna get there.

Like, we're gonna keep setting goals, we're gonna keep moving forward.

Last year, December 9th of last year, I didn't really have a huge problem with alcohol, but I'm one of those that cannot drink.

One or two and stop.

Sure.

Like, once I get a buzz, I start to chase it.

And I wasn't all the time drinker, but when I would drink, like I said, I couldn't stop.

So December 9th of last year, I looked at my wife and I told her, Next December 9th, I'll be able to tell you that I haven't taken alcohol in a Year.

Five years from now, I'll be able to tell you that I hadn't been five and so on.

And here we are.

This time next month, I'll be able to tell you I hadn't drank any.

So here's little things.

I find things that are.

That are in the way.

You know, I find things that are in my way, and we just push them out and we just knock the door down.

Man, I love it.

Man, your mental resolve is inspiring.

And so I. I love those types of moments when we can, you know, make a decision and so commit to it that it doesn't.

It's not even on our radar anymore.

So it's that belief system, right.

If I believe I am the person that doesn't even pick it up, then that's.

That's my.

That's the person I am.

If I believe I'm the person that, well, I'm trying to quit and it's.

It's a struggle, then it's going to be a struggle.

Right.

So tell us a little bit more about that.

When you make those kinds of decisions and those resolve, what.

What has helped you to become so steadfast in.

In that commitment?

I got a really strong relationship with God.

For me, personally, that's.

My spirituality is huge.

That's why I've gotten to where I've gotten, and that's why I've had the opportunities that I've been given.

God will open a door for you that you're not supposed to be in.

Like, for me, there's some job opportunities, like where I'm supposed to.

Where I'm at now.

I don't believe that I would have got.

If God want to show me favorite.

Sure, he showed me favor.

That's the thing.

When he opens the door, you got to put the work in to get where you want to get.

Right?

Right.

It's not just gonna hand it all to you, but I've been very, very blessed in that.

In that way also.

When I set a goal like that day when I said that, my.

What I tell myself is I used to be a man that drank alcohol.

I'm no longer a man that drank alcohol.

I used to be a man that did drugs.

I'm no longer a man that did drugs.

Right.

So.

So, like, yeah, I used to be that person.

I accept it.

But no longer, like, that's gone.

I just stepping step into it, get off of it.

Like, if I'm standing on that platform now I'm jumping off of it and it's behind me.

Yeah, I Don't even know where it's at.

I'm gonna try to see if I can show it to you.

When I was.

For everybody, everybody listening.

He's.

He's driving down the road.

So we.

We had to do this while he's in the car.

But when I was 15 years old, man, I started getting in a lot of trouble.

That's gf.

So God, family money.

I got that tatted on me back then.

And back then it was a rap label.

I thought I was going to be the next rapper, man.

But I still look at this today, and it's God family money.

For me, like, those are the three things that I look at when I make a decision.

I ask myself, is it going to bring me closer to God?

Is it going to bring me closer to my family?

Is it going to make me more money?

And if it's a no on those, we just don't do it right.

But if it's a yes, we cut off and we move whatever we have to move to get that in alignment with where we're going.

Whoa, I love that.

That is powerful.

It makes me think a lot about, you know what?

Since, you know, since you've listened to so many episodes, one of the things I talk often about is core values.

And when we get in alignment with our core values and how sales.

I mean, to apply it to sales, it's not the performance of an hour, it's the overflow of a life.

Because if some elements of our life or, you know, if they suck or, you know, we're.

We're not living up to what we know we should be doing in alignment with our core values in certain areas, what's going to affect everything else?

And so I love this.

This conversation because you're.

You're a clear representation of somebody who's, you know, exactly what your core values are.

Well, clearly they're added on your.

On your bicep.

But.

But you.

You also.

You don't just know what they are, but you filter your decisions through those.

And so for you, it's God, family money for.

I mean, everybody has their own, you know, specific set of those core values.

But, man, clear success is, you know, is represented here because you.

You live in that level of integrity and you don't compromise on it.

And, and, man, that's.

That's.

That's so inspiring.

So for everybody listening, I hope you.

You see Corbin as a.

An inspiration and of what can be possible if you put in the work.

And, gosh, it makes me think of the scripture when you were talking about putting in the work, too, because.

And, and kudos to you.

Yes.

God opened the door, but you walked through it.

If you didn't take the steps, then what's.

The door's just gonna stay open and let flies in.

Right.

So it reminds me of the scripture was that faith without works is dead.

You can believe all you want, but until you take.

Until you take the steps along with it, you know, that's where.

That's where most people miss, you know, even if they're just law of attraction.

And I'm gonna visualize this.

Well, if you don't take inspired action along with it, then you're not doing anything.

That's it.

100, man.

You got to put the work in.

Got to push the grind every day, man.

I heard when I got home, I was able to, you know, my first weekend home, I was able to go speak at some churches.

And I believe that a lot of my blessings came from transparency.

It's hard to put your failures on front street.

And I was on the front page of the newspaper here in my small city of 20,000.

Right, sure.

So I was the kid that Paris didn't want.

Wait, wait.

Time out, Time out.

We're doing 4 million in a town of 20,000.

Well, we're covering the whole state, so my.

But the city that I live in, yeah, it's about 20,000, but we're.

I'm covering a broader area than that.

Sure, sure.

But still, I mean, so, yeah, so you're going to pick up some more population, but forever also.

So, I mean, this is the coolest thing we're getting.

We'll get right back to your story because I totally want to hear about your speaking in front of the churches, but I don't want to miss this because this is.

This is a huge nugget.

I mean, for everybody.

Basically, what we're doing this episode is anybody who's making an excuse that you're eliminating it in this story because the lowest average credit score, low.

I mean, super low education, average level in the state, super low income level.

We've got your cover it.

You're in a town of 20,000.

Sure.

You cover a huge area, which means you have a crazy amount of drive time and not a dense population.

So the other after story, I want to jump into the close rate numbers we were talking about because of the insane amount of credit declines.

And he's still putting up $4 million, everybody.

So if you.

If your excuse is, oh, it's my market, or it's the credit or all of the things it's.

That's because you believe that it's not.

You don't choose to focus on I can.

You're choosing to focus on I can't.

So, man, big nugget there.

So, okay, back to the story, man.

You're.

You're.

So you're on stage, you're put.

You're on the front page of the newspaper, and you.

You know, you put all your failures right on front street.

Yeah, man.

I mean, it's embarrassing to publicly, you know, speak about where you.

Where your shortcomings were, you know, And I was that guy for several years through my teenage years.

Like, the parents didn't want their kids around, and I see why.

You know, I did drugs, I sold drugs.

I wasn't in school.

Like, I wouldn't want my kids around that guy either.

Now that I have kids.

Right, sure.

But getting out and being able to talk about that and say, hey, this is where I was.

This is where I'm at now.

Because I have found God.

I've got a personal relationship, and through that relationship, I've had transformation and renewing in who I am as a person.

Right?

Yeah.

And.

I'm sorry, we're cutting out there.

So for me.

Hang on.

We cut out there for a second.

The last thing we heard is transformation of you as a person.

Okay.

Yeah.

So I heard a saying one time, and it was, God can use a failure, but he can't use a quitter.

And that was big for me because I'm like, man, it's not even about the choices that I made back then.

Like, I can live a good life.

I can be a good person.

I just have to do it.

Like, I just got to set them always behind me and just go.

Just go, man.

So from that point on, I just hit it hard and kept going.

Love it.

So that was really the foundation of where you started being able to make those decisions and stick to it so consistently.

And then building that muscle over time is, you know, obviously that gets easier and better as you could make bigger resolves and make those decisions.

Example, the Al, you know, eliminating alcohol, et cetera.

Right.

Man two, I'm gonna tell you like this.

So my wife, when we found each other, I was.

Had been out of prison a few months, living in my grandmother's house.

Didn't have a checking account, didn't know what a credit score was, didn't make any money.

She bought.

She bought me in there.

She saw me and she saw the potential in me of where I could be and she didn't care about, you know, my situation at that present time.

But it was, you know, during the day.

That meant a lot to me because she cared about me for me, right.

It wasn't about what I could do for her or anything like that.

That meant a lot to me, but she invested in me.

And a year and a half later, on our second anniversary, we were able to get.

We.

I was able to prop.

Actually give her a real ring because when I posted her the first time, I wasn't able to.

So our second anniversary, I took her somewhere.

She went to the bathroom and it was overlooking down in New Orleans, overlooking the city.

And I had the waitress, I was like, look, she's going to come back from the bathroom in a minute.

I'm going to get you to take a picture of us.

And when you do, I'm going to pop down, I'm going to give her this ring that she doesn't know she's getting, right?

Oh, cool.

And we also closed on our.

Closed on our first house that week.

So I looked at it and I was like, you're getting a return on your investment, right?

You bought into me here and that, you know, the, just the, the compound interest of good choices, man.

She gets up and goes to the gym faithfully.

She's the most persistent woman that I know person that I know faithfully.

At 4am she pushes me, man.

And with.

With her and God in my life, I don't have a chance to step off.

Like, it's just not happening.

You'd have to make a big solid decision to turn right, turn left, the road, 100% climb, climb over the barriers to be able to make a bad choice at this point.

Right?

That's it.

Oh, love it.

He's got God on one side and the wife on the other.

It's like keeping you on the road.

That's it.

Oh, that's cool.

Man.

This, this is so refreshing to have a conversation like this because it's not, not so many times, you know, we have great conversations, but we don't dive into some of the heart stuff.

And that's the piece that is really missing in our society in.

In.

It's the piece that's missing in cells.

It's the pie missing in everything.

Everybody stays so in their head with most things that they're missing.

The biggest, the.

The biggest driver, which is the heart piece.

And man, I'm loving this.

So, so, so let's shift gears here real quick and go back to those numbers because there's so Getting back to eliminating some more excuses for people.

And I hope that's what this is doing because I, I know it is for me.

We were talking before we hopped on this, on this recording, we were talking about close rates and the way that they're tracked and that kind of thing.

And so you know, really in our, especially right now in our marketplace, I mean you're seeing probably the highest number of credit declines across the country strictly because of, you were already starting at a low threshold and then with our current economy, et cetera.

So for everybody listening, Corbin was to and go through it again, you were telling me your the trackable close rate with service Titan tracking everything is we say between 30 and 40%.

Between 30 and 40%.

It varies on the what I mean I'll have days, man, where I run five calls and I get a yes from everybody and I run them from our lenders like Good Leap Service Finance all the way down to our no credit checks.

Sure.

And may not get them a penny.

I'll have five calls, everybody said yes.

And I've got 80 something or $100,000 in dead applications.

And those days, you know, they, they're not fun.

I don't enjoy them because at the end of the day I'm just a very good conversationist and an unpaid sales consultant.

Like I go home, I didn't make any money.

But I understand.

It's just practice.

Sure.

I got better.

I did my job, I went through the process, I got a yes.

I just couldn't get it funded.

Yeah.

And you know, that goes against my close rate on service type in the way that it's tracked because I close it out and there's nothing that's, you know, booked as a project for us to install.

But I just don't let it get me down.

I understand that it's a roller coaster, you know.

Yeah.

It happened this, it happened today.

But tomorrow is coming.

I can only run so many dead apps before I get the yes, 100.

Yes, it's coming, it's coming.

I just got to stay focused, keep doing what I'm doing and it'll come.

Right.

It's a byproduct of me being genuine, helping people, not going in there thinking about the commission.

I'm going in there and I'm just a sales consultant.

I'm just here to help you get what you need and I just got to do that.

Yeah.

And the Money will follow.

100 and the Cool Thing is everybody listening to you.

You know, there's a lot of people across the country that it's like, oh, I've got these 90% close rate.

Well, what they're doing is they're pulling out all the credit declines, right.

And so they're creating fake news, basically.

So I love that you're transparent with this, too, because, you know, we talked about this too.

If you pulled those out, you're running 60 to 70% close rate, which is amazing.

And it's, it's obviously where it should be for somebody of your caliber and when you're mastering your craft.

But we've got to track those because it is, it's true.

That's true.

Numbers.

And everybody right now is seeing that strictly because it's our economy.

It's no fault of yours.

Now, here's the beautiful part, and I can permission to speak a little bit of longevity into the vision here with what you're creating.

So what you're doing is creating a pipeline because the coolest thing will start to happen.

And for everybody listening who's gotten really discouraged in the last little bit about all the credit declines the last couple years, stay with it, serve at the highest level, treat people with respect.

It doesn't matter if they get declined or not, that or not, that's not your fault.

Because what will start happening, and I've proven this year after year, when you stay with the same place for a long time, what's going to start to happen here in another year, here in another two years, your phone's going to start ringing.

And what you're going to hear on the other line the minute you answer is, oh, thank God you're still with that company.

We finally saved up enough money for it, or thank goodness you're still with that company.

We fixed our credit.

And so what you're doing is creating a pipeline of revenue which will and so your job, speaking of, is now everybody that so every single person you saw throughout the year.

And this is a great exercise for everybody listening.

This is what successful people do that unsuccessful people don't think they do.

You keep a track of every single person you've sold or not and you're going to write a handwritten Christmas card to them.

And every single person sold or not, we're going to put a reminder in some create some systematized way to set a reminder that like every six months, some form of contact.

That way you stay top of mind, you're the guy because after the experience they had in the home with you, they're not going with anybody else.

They just aren't able to do it yet.

But the minute they are and they know they need it and they know they want it, but the minute they are, when we can stay top of mind like that, who do you think they're going to call?

They're going to call you back.

And so we're so for, I mean for years I would do 3 to 3 to 500k strictly in pipeline from people calling me back.

That said, I'm so glad we we moved to the new house and we want to do what we did at the last week.

I mean I used to rip out three month old systems because the people where we, you know, we did super amazing zoning modulating systems at their previous house that you move into a brand new house and they hate it because now it won't do what they what their old house did.

So we'd rip three month old systems out and put do it again.

Or people that just like I was saying, two years, three years, four years later, man, we finally saved up the cash.

Our credit still sucks but we could pay cash for it.

Now I'm just get come over and let's just get that.

We didn't call anybody else because we like you so much.

Just get at the new numbers, whatever they are, we've got the money for it and it happens over and over and over.

So congratulations.

I mean huge, huge right there in building a pipeline because especially in a state like that, in our current economy and for everybody listening that will happen as long as you don't just buzz out and not treat them like humans anymore.

I mean for so many people credit is clearly our choices when we take responsibility for things.

However, our economy is changing a lot of things, right.

Sometimes it's, it's not quite their fault but either way they're still humans and they still deserve the same high level of service.

So that, that's a little bit of input from being in the industry so long.

I've seen it happen where people will reach back out and 100% they're going to be like oh my God, Corbin, I'm so glad that you're still work with that company.

I'm so glad you're still answering this phone.

We're ready now.

And those are the coolest days.

I literally one time had a hundred thousand dollar day strictly from people reaching back out to me from previous years and it was like what is happening today?

And so, so it will happen for you too.

The volume that you're seeing is way higher than anything I ever saw in the field.

And I'll just tell you that Because I was years ago and, and doing some different things, like just totally different market, right.

So man, I love it.

So keep up, keep it up.

Because that's, that's what creates long term lasting revenue.

But man, so let's do this.

As you know, this podcast is known for having a very actionable item that people can implement immediately, like right away after listening to the episodes.

So hit people with some nuggets, man, drop some bombs on them.

Because we, we can't have a, you know, $4 million a year person on the line and not get a little bit of sales tips from you, man.

You gotta have a routine.

You gotta follow the same thing.

You can't just be like in the movies, Arnold Schwarzenegger, just, just shooting everywhere, hoping you hit.

You gotta be like a sniper, man.

You gotta lock and load.

You gotta know what you want.

I'm sorry.

I keep on having phone calls come in now.

You're good.

You got to know where you want to go, man.

Start with the end in mind, you know, if you want to have a four million dollar year, then say that, you know, you got to believe it.

Sell yourself on it.

Before I swapped over, I hired on at this company in August, there was two guys that are my really good friends now that were service sales.

Nobody else could sell equipment.

You had to turn it over to the comfort advisors.

Well, at the Christmas party I told them I'm gonna do $3 million next year.

Well, at that point the highest comfort advisor had only done two.

So when I said that, they're laughing at me because it didn't seem realistic.

Right, of course.

But guess what I did.

I finished the year out at a little like 3,057,000.

I love it.

So you got know DJ Khaled's got a book, the Keys to Success I think is what it's called.

And he says that, you know, he was screaming we the best way back before he was what he is now.

Sure, Muhammad Ali, you know, he was saying that he was the best way before he said I'm the greatest.

I said that before I knew I was.

So you got to be confident, not cocky, but you got to be confident.

And when you do things that you tell yourself you're going to do, when you say, I'm going to start going to the gym, I'm going to stop doing this, I'm going to do this.

When you do these things, you start to believe in yourself.

You know, that you can trust who you are.

Yeah.

And then you believe what you say.

You're going to do.

Like, if I tell you I'm going to do something, you can 100 believe it.

I'm going to be there.

I'm going to follow through with what I said.

And because of that, I know when I set these goals, if I think I can do it, I can do it.

I just got to do it.

And when things get in the way, when the bad days come, because they're coming, right, it's a roller coaster.

There's always going to be something that interferes.

Just like this morning, you know, we jumped on here a little late because we both had some things pop up, right.

We don't get off track.

We just stay focused.

We do what we said we're going to do and make it happen, you know, and be consistent, follow the process, have a routine.

I love it, man.

Don't let anybody tell you what you can't do.

Just start with the small, man.

The little, small tweaks, compound interest.

You got it.

Go to the gym one day and you come home and you look in the mirror, you don't see anything.

But if you do it for 10 years, I promise you there'll be a difference.

Right?

And it's the same thing every area of your life.

There's, you know, a lot of people say if it's something worth doing, you need to make sure you do it right.

But Jordan Peterson, in one of his videos, he talks about brushing your teeth.

If you don't have two minutes to brush your teeth, should you just not do it at all or should you brush them for 20 seconds?

Right.

Anything worth doing is worth doing.

Even if you have to have assets sometimes.

Sure.

Just do it.

Just make sure you stay consistent and do it.

And you win in the long run.

Because long term consistency always beats short term intensity.

That's a quotable line right there.

Long term consistency always beats short term intensity.

Oh, that's.

Winners win, losers lose.

Facts, Big facts, brother.

Oh, I love it, man.

Well, thanks for hanging out with us today.

This was, I'm glad we were finally able to make this happen.

We've been bouncing back and forth for, geez, a couple months now, I think, and I know the timing was right and that's the important part and 100%, I love it.

So moving into the through the rest of the year, man, anything you need, reach out.

You've got my full support and I'm here for you and everybody listening, man.

Corbin is proving it does not matter where you come from, what market you're in, you put in the work, you put in the self work, you put in the belief, you put in the grind and things happen.

So this really feeds into, you know what?

We've been talking a lot lately about leading metrics versus lagging metrics.

He's like, you know, the lagging metrics are sales versus credit declines, all that kind of stuff.

Who cares?

We do the leading metrics, which is showing up, having appointments, creating appointments and getting in front of people to get your opportunity in front of as many people as possible and provide that high level of service and the level of excellence that no one is outworking Corbin and no one is providing better excellence than Corbin in anywhere close to his market and is very, very clear.

And so, man, huge, huge, huge shout out to you, brother.

You are doing, you're doing the work, man, and you're inspiring us all.

Awesome, man.

I appreciate you for having me.

I'm glad we finally got to make it happen.

I look forward to staying in touch and if you need anything, same here, man, just reach out to me.

Good stuff, man.

I love it.

I, I hope to, hope to make it over to your area some, sometime and, and get out, get out in the field with you, man, because one of my favorite things to do is to do those ride alongs with rock stars and just iron, sharpen iron, you.

Know, man, I love it.

Yes, sir.

Yeah, good stuff.

All right, everybody, well, we are going to wrap here a couple super quick announcements.

One is make sure to go to h vacdoors.net that is where the online course lives and it is the cheapest, the cheapest cell system online course you can buy in the industry right now because we're pre launch and so you could grab that.

And it's got an entire module on all of the scripting for canvassing and door knocking for H Vac.

There's companies, more and more companies every single day are reaching out to me and say, hey, we heard a few of your podcasts and we threw a couple people in the field just to see what we, what would happen.

And lo and behold, we set an appointment an hour, just like you said.

And hey, that first appointment turned into a $2,000 IAQ ticket and the second appointment turned into a $5,000 IAQ ticket and the third appointment turned into the guy wants a quote for a new system.

And he's just said, I'm so glad you showed up because I just really didn't want to go through the three bid process and start calling companies.

So that's what's happening all over the country, everybody.

So that that training is in the in the course.

So h vacdoors.net and the just click on hvac.

H vacu is that course and also the event ticket is there to get to door to door con and I will be a speaker along with Lance Armstrong, Chris Voss, Sean White, Sam Taggart and Sam Wakefield.

So use the code SAMW10 so SAM W10 for a 10 discount on those tickets and that is so come hang out with me.

I'm going to have a a whole session to myself at that event and it's going to be pretty awesome.

So thanks for listening everybody.

If you've ever got value from this podcast, make sure to leave me a five star review and mention Corbin in the in your review.

If he if he inspired you, make sure to mention him in the review and that those are.

Those are always fun when that happens.

And gosh.

Otherwise everybody, you heard it here first.

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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