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

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

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

This podcast isn't just about selling more.

It's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

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

This is Sam Wakefield.

Welcome back to Close It Now.

I am Sam Wakefield and I am so excited and grateful to be here with you today.

Today is kind of an interesting day.

We'll cover a handful of things that happened this last week in Raleigh, North Carolina and during my on site visit, changed some lives, put up some cool numbers.

And so we're going to review that, some lessons from in the field.

And also I when I was there, I have to give a huge shout out to Justin who he surprised me with a bag of coffee beans.

So today's what's in your cup is brought to you by Justin at Air Experts in Raleigh, North Carolina.

Thank you so much.

Man showed up and he gave me this bag of.

It's called Larry's Coffee, a local roaster in Raleigh, North Carolina and he does organic fair trade shade grown coffee.

And yeah, I'm pretty excited.

Evidently he uses everything is roasted with solar energy, which is pretty awesome.

I love that.

And yeah, so it is Larry's Coffee Cowboy blend, medium roast, smoky and bold.

Hints of dark cocoa, brown sugar and cedar.

It's Sumatra and Nicaragua blend.

So it is pretty good.

It's delicious.

And let's take a what's in your cup sip right now.

Three, two, one.

All right, everybody, let's continue the conversation about the door pitch.

Becoming a hunter.

That is what this is, episode number six.

So we're rounding out the episodes.

So first of all, sorry for a delay in getting this posted because this last week when I was in Raleigh, I happened to be in an accident.

So it definitely delayed things.

It pushed me off of my schedule for a handful of things.

And if you want to see what the pictures look like.

So when you're, when you rent cars with Avis, they have a mystery car selection that's pretty cool because it's a little bit less than like just the regular sedan.

So it's a little bit cheaper and it's Basically you're signing up for what's, whatever's available.

Like it could be an ev, it could be a hybrid, it could be a gas engine, it just could be anything, literally anything in their fleet.

Well, so I show up in Raleigh and they're like, hey, you want a Dodge Challenger?

So I'm like, heck yeah I do.

I'll take a sports car.

Which was a blast to drive around all week until Wednesday night.

So turns out in Raleigh, North Carolina, they are growing like crazy and they have not built out their infrastructure yet.

So there was Wednesday night when I was there, there was a backup onto the highway by about a tenth of a mile at the exit ramp that I was taking.

And also it's positioned so perfectly that you literally can't see the car stopped until you're on them.

So over 60 miles an hour, I didn't even have time to put my foot on the brakes.

I smashed into the back of a Crown Victoria.

Who smashed that car into another car.

Who smashed that car into another car.

So yeah, it was rough.

It was a four car pileup.

Thankfully no tickets were assigned.

Thankfully.

And here's a lesson for every single one of you.

There is no excuse to be under entry insured.

Make sure you buy the insurance.

It's worth every penny.

So I ended up totaling that Dodge Challenger and I have to give a huge kudos shout out to Dodge and their safety.

The airbags immediately went off.

I literally walked away from this thing.

And if you look, you can go to the close it now Facebook group or find my Facebook page and you can see pictures from the accident and, and to look at it, it is horrible.

I saw it later, I was like, oh my God, there's no way we walked away from that.

But every single person walked away from that wreck and it was a blessing.

So super grateful for that.

I am grateful to be here with you.

It put some perspective.

Definitely needed to get realigned in my life.

So I am grateful for you listening.

I'm grateful that I'm here to be able to bring you this message.

And yeah, it was wild.

And at 7:30 the next day I was back at it, crushing the sales training in Raleigh.

And we made some closed some deals that day.

It was a crazy day overall, but man, am I blessed and highly favored and so grateful to be here with you.

So let's get into the door pitch, shall we?

Well, this is episode number six of the Becoming the Hunter and, and so, and we went out on the doors while I was there in Raleigh, it was Fun.

One guy, he knocked on a door, and here's the power.

If you don't.

Even if you don't go out and, like, hit hundreds of doors, you know, that's fine.

The level of wherever you want to be, the level of your income, you decide, right?

But at minimum, at least knock the neighbors.

And then the neighbors across the street cloverleaf it or six pack it, it's called.

And here's why.

One of the guys went and revisited an installation of his knocked on the neighbor's door because they have coupons for a discounted fall tune up right now.

And the neighbor was like, hey, you know, I've used somebody for that.

I don't really need that.

He's like, but what's going on next door?

So he tells him how they're.

He went over to say, hey, if any, you know, any debris blows into your yard, let me know.

I'll be here to clean it up.

You know, we care for the area and the concern about the space.

We leave things cleaner than we found them.

And the guy's like, okay, cool, man, that's great.

He's like, yeah, I was actually.

I'm glad you stopped by.

One of the guys parked in front of my driveway earlier, he's like, no problem.

I'll have it move.

So there's a lot of value for y' all to go back to your installs.

It's another touch point with the homeowner, another opportunity to ask for referrals.

But as he was talking to the neighbor, the neighbor's asking, well, what's going on?

So he's describing to him, well, it's a split level house, and he's got room.

These rooms above here are hard to heat in the winter and hard to cool in the summer.

So we're able to fix that.

We're replacing the ductwork, and we're going to redirect some things.

So kind of give him a general overview.

But while he's doing it, he's pointing to the homeowner, the neighbor's house that he's talking to, because the houses are built the same.

The neighbor's like, oh, my gosh, I have that problem too.

Would you come look at mine?

So right there, he was able to schedule and an appointment to go evaluate the neighbor's house to do a duct system change out for him also, which was so cool.

And another guy, he was on the team.

He was like, yeah, man.

He's like, I realized that we're starting to talk about this door knocking thing, and I Realized I have my own neighbors of my own house that I've never even talked to.

I was like, because I just asked everybody in the class, I said, do your own neighbors know what you do?

Because if they don't and they go with somebody else, how are you going to feel?

So sure enough, he went and introduced himself to a couple of his neighbors.

And one of his neighbors says, man, I've been seeing your car.

I've been wondering what you did for them.

I've been meaning to call you because our system is getting old, it's time for a new one.

And I just didn't know who to call.

He's like, I'm glad you stopped by and you're my neighbor, so that's even better.

And so he was able to schedule a new system sales appointment out of that.

So talk to your neighbors, talk to people.

If your own neighbors don't know what you do, shame on you.

That is awful.

Go talk to them.

But alright, so on this door process, right, so step one, kind of a quick recap and then we'll get into the next section.

Step one is breaking preoccupation.

Step two is the problem.

Step three was the solution.

Step four is the pullback or takeaway.

And step five, today is the transition.

So there's a couple things with the transition that I want to cover.

We've got a couple philosophy things, a couple mindset things and we'll actually get into what that means.

But so the transition itself, there's not a lot of actual verbiage for it.

But the transition is when you actually move, make the transition to scheduling the appointment or if you're the one doing it, scheduling the actual inspection or move into the inspection.

So this is where most people miss it because this is where fear of rejection really comes up, right?

Because we're getting to the place of asking, not asking for a sale, but we're asking for an appointment.

And there's where some people say no and where a lot of things come up that we have to fight through.

So one of the.

And so a couple of the mindset here and the goal is, you know, and this is really where we're here a lot of things like hey, I'm eating dinner, give me a card, I'll call you when I'm interested, those kind of things.

And so in the go, there's, there's really never a good time to buy, you know, basically our mindset has to be right now is my time.

It's like Mr.

Homeowner, step into my office.

You are now in my timeline, I am here to do business, right?

That is our mentality.

The mentality of a closer is, I'm here now.

Let's make it a good time to buy.

I'm here to do business, right?

You have to raise your hand and say, I commit to being a freaking savage.

I commit to being a freaking savage, right?

I will close this deal.

It is my time.

I'm here.

We're going to do business today.

So that's if you're on the doors or just in general, if you are there for business.

I'm going to do business.

We're going to close this business today while I'm here.

There's no such thing as lack of urgency.

There is such thing as you are urgent enough to close the deal for that homeowner, right?

So we've got to develop the mentality and commit to be a freaking savage.

Have the same urgency at 10 o' clock on Tuesday morning as you do Friday night at 8 o' clock when you have to go out there.

So those close have that same mentality the rest of the week.

So the transition, though, what happens here is.

And there's one of two things.

We can either be teeing up the appointment for another person to come out or we can be.

Or even for ourself.

You know, if you're knocking and setting appointments for yourself and scheduling those, you know, that could be what we're doing.

Or if you're there to.

And they've got, they're like, hey, I've got time now.

And you move right on into the free, you know, the home inspection or whatever you're doing, then that is the right time for it.

But the transition sounds like after that pullback, after that takeaway.

Listen, I don't even know if you this home qualifies for the program yet.

There's a couple criteria.

Do you mind if I ask you a couple questions or I just need to ask you a couple questions to see which houses on this street qualify.

First one can be the thermostat, right?

Do you know what kind of thermostat you have?

We know the thermostat has really no bearing on the system.

However, in the homeowner's mind, you have to remember, most homeowners think whatever brand of thermostat they have, that's what brand system they have, right?

I've got a Honeywell heating and air system.

I've got a Nest heating and air system.

It doesn't really matter.

And so that's why we're like, okay, great, I just need to check that out and see what's on your wall.

That's a good start to see where our.

Make sure you've got things in place for our criteria here.

Also the age of your equipment being asked.

Do you know how old your air conditioner is?

But in both of these cases the transition is starting to move towards that piece of equipment.

Right.

If we're outside and we are.

Okay, great.

Do you know what, how old your system is?

Is it a, you know, just throw out a few different model names, ask them like, we know what the most common things in this neighborhood was.

Is your system a Linux?

You know, blank, blank, blank.

Is it a train?

Is it a carrier?

Is it a rim?

What is it?

And they more than likely won't know.

Even if they do, they're not going to be super accurate.

So we just start walking towards that unit.

Say, okay, great, let's just go.

And so you literally just transition into the motion of walking out towards the condensing unit.

Right.

We're going to walk towards the condenser or when it's thermostat.

So okay, great, no problem.

I just need to check out a couple things.

Grab your filter size while I'm in there and that way when we come for our inspection, we can have that free filter for you if you're doing a free filter giveaway.

So the whole point of the transition is moving towards.

We're giving them the feeling that the inspection is already starting and they can see how simple it is.

Okay, here.

Great.

No problem.

While we're there.

Perfect.

So if you're doing it right, then great, get it going.

If more than likely most of you are probably going to be scheduling appointments for another time as soon as you get there.

Okay.

Yep, yep.

For sure.

Yep.

I see what we need to see here.

Perfect.

Let me just document this.

And great.

Looks like you qualify for this program.

We just need to get you on the calendar here.

Is this evening at 7 or tomorrow at 10, which is a better time for you?

Are you guys normally morning or evening people?

Perfect.

And then offer a time anchor.

Those times really close.

Do not book a time that's more than 48 hours away.

If you leave it up to them and say, hey, when would be a good time?

They're always gonna offer a week.

Do not let that happen.

Anchor the time frame really, really, really close.

So when you anchor the timeframe to like if I was knocking a door and right now as I'm recording this, it's 11:45 in the morning, I would say I would absolutely volunteer a time of like, how about 10 o' clock tomorrow morning?

Or I've got 6pm today.

The second one that you offer is the one you want them to take now.

It's anchored so close because now if they suggest another time, more than likely it's going to be like the evening of the next day or something.

But now we've anchored it super close.

So the negotiation, they can push it out a little bit, but they're going to keep it really close to where we've anchored.

If they originally say, hey, how about a week from now?

It's very difficult to pull forward and say, I don't know, how about 6pm tonight?

That doesn't work.

So you've got to anchor it really, really closely.

And this same conversation, y' all works for follow up as well.

If you just can't close it in the house, you've gone down the complete objection tree.

They're not having it, they're not closing it.

Then.

Then when you schedule the follow up, it doesn't sound like when do you want to get back together?

They're going to suggest a week or two.

Now you suggest.

Great, let's talk.

Grab your calendar.

Let's go ahead and schedule the next time to get together.

I've got today at 6 or tomorrow at 10am what works better for you?

And let them push it out.

Don't think that they need a specific amount of time to think about it.

That's absurd.

Thinking about it happens in seconds.

Don't let it lapse.

But if they absolutely want to break and get back together, then set a time that is super soon and then let them push it out if they want.

Or normally they're going to agree with that.

So it's all about anchoring the specific time that you want the follow up to happen on.

So that's it.

So that's it.

So we're just transitioning, we're scheduling the appointment, scheduling the time frame, but so much of it is just moving on into the inspection or the first part of it.

So great, let's go check that.

So the couple criteria here, I just got to double check.

Make sure your home qualifies for the program and just start walking around to the side of the house.

Let's see.

I saw it on.

It's on this side, right?

And just head that way.

They'll follow you.

Make them follow you out the door.

Right?

Or yeah, it's a thermostat.

Just got to check that out.

Grab Your filter size.

I'll be out of your hair here in just a couple minutes and we'll get you scheduled.

Boom.

Start walking into the house, right?

Just show me where that's at.

Let's just check it out and just grab some notes, grab a picture of it, grab some notes.

That way when you come back, it gives them the feeling that the inspection is already started.

And once that happens, it locks the appointment in so much stronger because they have that perception that you're already doing work for them and you haven't charged them.

So it's a service that you're giving them.

So it's really, really, really incredible.

Just that transition to get started and the homeowner will appreciate that and they will absolutely get it.

Follow through.

The interesting thing we're finding is with H Vac door appointments, the actual no show rate is so much lower than for like for example, when I was doing solar or some of the other appointments, right?

That's when, when it's an appointment style booking on the doors, a lot of times the rate of no shows is really, really high.

So like for example, solar no show rate, a 50% sit rate is really, really good.

What we're seeing in H vac, those numbers are way higher than that.

And that's the beautiful part about it.

Because again, this is a want based, it's not a want based sale, it's a need based.

Everyone knows it's inevitable and so we have to function within that and we have to understand the true psychology behind what we're doing.

Everyone knows it's inevitable.

So that means they're grateful when we show up because we're not coming across as people that are trying to convince someone that they have to do something that they don't.

That's the difference.

Everyone knows that.

And when we frame it as it's a courtesy service or we've got a special program running, it's such a different conversation for the homeowner than for then when anybody else knocks the door that's selling solar or pest control or you know, or alarms or insurance or roofing or whatever it is.

Now, roofing after a storm, that is a need based as well.

So it kind of borderlines that.

But at the end of the day, everyone uses H Vac all the time and they know that they need things, right?

And so that's why this is such a beautiful door knock.

Because the, and the sit rate and the number of people that are setting appointments is so much higher than anything I've seen in any of the other door knocking industries.

So it is absolutely gorgeous.

So that is the.

That's the door portion of the episode for the for today becoming a hunter.

And man, I am so great again.

I'm so grateful to be here with y'.

All.

I would appreciate if you've ever gotten value from my podcast, go leave me a five star review wherever you listen and reach out.

Find the Close It Now Facebook group and join that.

It's an awesome community.

I do a lot of trainings in there and if you didn't know, yes I do have training programs and coaching programs for you.

I can come to your location.

We can get the whole team going.

I have an online course that you can find@h vacdoors.net and also I am going to be quick announcement.

I am going to be a speaker at Door to Door Con 7, January 25, 2627 in Salt Lake City.

The other keynotes there are going to be Lance Armstrong, going to be Chris Voss who wrote Never Split the Difference.

Highly recommend that book and Sean White, Olympic gold medalist multi times over, Sam Taggart and myself.

I am going to be a speaker there.

So go to the events link and use the code SAMW10 for a 10% discount and that will get your the events link is@h vacdoors.net so you can get both my online course and you can grab yourself a ticket for you and your team to get to Door to Door Con 7.

It is the epicenter of an entire room filled of hunters who are wanting to get to the next level.

You will sit next to people who literally own and run $250 million a year organizations who are striving to get better just like everybody else.

And it's awesome.

It's incredible.

And the atmosphere will uplevel you.

You cannot go there and not be completely changed and not ready to go back and just absolutely slay some dragons in your market.

So get to Door to Door Con 7.

I'm going to be there along with a bunch of other rock stars and it is incredible.

I'm starting a speaker series so you'll get to hear a sneak peek of some of the speakers for the event on the podcast.

So that is coming up and otherwise I just am so grateful for y'.

All.

I can't say that enough.

You know, when you come when you have a wreck like I did and you have this like moment of, you know, see almost see your life flash before your eyes in a moment and you realize how blessed and highly favored you are to to be living on this earth.

Everyone go hug the people you love every single day.

Because you're not promised tomorrow.

And I'm just going to leave you with that today.

Because you know, yeah, we can change the world, a heat stroke and a frostbite at a time.

But at the end of the day, why do we do it?

For the people that we love, to have time with them.

So go hug your loved ones today.

And that is the reason you do this.

That's the reason you're striving to get better.

To be a provider for you, for your family, to take that responsibility.

So go make some special moments with them.

Create some memories.

Because they are worth it and you are worth it.

I love you and I appreciate you all.

I will talk to you soon.

Thanks for listening to Close it now with Sam Wakefield.

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