Welcome to Close it now, the podcast that's revolutionizing the H VAC and home improvement trades industries. Get ready to dive deep into the world of heating, ventilation and air conditioning. We're turning up the heat on industry standards and cooling down misconceptions. And we're not just talking about fixing vents and adjusting thermostats. It's about the transformative movement that's reshaping the very foundation of H VAC and home improvement. We're the driving force, inspiring top performers who crave excellence not only in their professional endeavors, but also in fitness, nutrition, relationships and personal growth, proving that we can indeed have it all. This is Close it now, where excellence meets excitement. Let's get to work now. Your host, Sam Wakefield.

Well, all right. Welcome back to Close It Now. Sam Winklip here, ready to rock and roll with you today. Let's get going. We've got a handful of things to cover and I'm just so grateful that you're here hanging out with me on this Monday, September 9th. So let's rock and roll. All right, a couple of announcements coming up and I've got a couple reviews to read. So this is cool. If you didn't know, not only can you leave a review on Apple podcasts, but Google you can. Just like you are always asking for Google reviews if you have ever gotten some value from the Close it now podcast. I would love, love, love if you went over to Google and go to Google, find, Close it now and leave me a five star review on Google. That would be fantastic. So I'm going to read a couple and yeah, let's rock and roll because let's see, the first one is from I didn't even know Google reviews, which is, you know, partly bad on my part because I, you know, teach all of everyone else to get Google reviews for their companies and honestly I didn't even think about doing it for here which clearly needs correcting. So there are two reviews there and I would love some more. So if you could leave me a Google review, that would be awesome. So the first one is from Luis Barboza and it is a five star review. It says as an H. VACR service tech here in Calgary, Alberta. Yeah, what's up my friends from the great White North Canada? This podcast has helped me and helped me to coach my he says college on lead coaching on how to bring the salesperson to the door. Thanks Sam and awesome Luis. Hope that has been very helpful and I hope you're still listening. And then another one from Matthew Stellato. What's up Stellato. Hope things are going well for you. Another five star review. Sam's podcast is extremely insightful and has so many powerful nuggets you can immediately implement and get instant results. Sam is a real person and so easy to listen to. You will be excited to implement his processes. Then you realize how much business you've left because you didn't know. I've taken a ton of other classes and courses and Sam's free material alone has had a greater impact than courses I've paid for from other people. I can't wait to train in person. Close it now. Don't wait. So Stiletto, yes, you actually have had the opportunity to train in person now and I know things are going well for you and all right, so those are the couple reviews I wanted to highlight today. Everybody listening. If you've gotten some value, you can go to Apple Podcasts or to Google and leave me a five star review. I would love, love, love that. And I apprec rock on into a little bit of what this episode is about. So, so many times we're in the house and we get the sales resistance and it usually sounds something like and this is for sales resistance towards the beginning of your appointment. And it usually sounds something like, hey, I just want to be transparent with you. I'm going to be doing my due diligence. Hey, I'm getting another few quotes on this thing, getting another three, four, five, however many going to be getting three bids on this. Not buying anything today. Just want to let you know, just check, kicking the tires, checking the numbers. Right? We hear all these things and so today I'm going to give you a word track on how to help people pass that. Before we do, let's do a what's in your cup? So huge shout out to Tony Manier. He took up the gauntlet of the challenge that I threw down and created a Facebook post within the Facebook group for closing now of what's in your cup. So that was fun. So what's up, Tony? Thanks for doing that. I appreciate it. Pop me a message, man. Let's chat. Let's see everyone else, what is in your cup today? So what I did, I actually went to I'm in the Austin, Texas area. So there's so many different kind of stores from all over the country. Well, yesterday I went to Daiso, which is a Japanese store. It's almost like a Japanese Walgreens or something, and they just happen to have this huge section of I'm a sucker for the coffee drinks in cans that come from around the world. So I stocked up on like $40 or $50 worth of those drinks yesterday. So today's what's in youn cup is brought to you by. And I've never seen this before. I'm gonna read the can to you. Let's see. This is Premium Boss Boss coffee. Premium Boss Coffee. All right. Made with premium coffee beans. Enjoy the finest taste of luxury. And this one is black. So let's try this Black coffee in a can, everybody. What are you drinking today? What is in your cup? So hop into the Close it Now Facebook group. Drop a picture, drop a comment. What are you drinking today? Today is premium Boss. So we'll see what that tastes like. Oh, my goodness. That is definitely black. It is cold in a can, so it is just coffee in a can. So hopefully yours was better than mine. It's okay. It's decent, but it. I don't know that we'd repeat this one. So let's get on into the episode for today. We have. So let's get into this word track a little bit because we're going to talk about a little bit of mindset around it. And then also I'll just give you the verbiage for it understanding. You know, anytime I give you verbiage, remember that you can use the words directly or take the idea, right? Because anytime there's a word track, you know, more important than the actual words you use is the intention behind it. So, yes, I know that. I am a massive advocate for easy word substitutions. Change your language, change your results. Absolutely. At the same time, when you're learning word tracks, when you're learning new phrases, don't just think about what the surface level, what the word is, but really force yourself to go into a creative exercise and think about what the intention behind the word is. What does it change the meaning of the sentence to? Right? Think about all of the different layers when it comes to the language that you're using in every single one of your sections in your process. Because the more that you dive into that, and this is how top performers are constantly getting better and better and better. They're literally refining every single word they use in an appointment. But more importantly, when you're learning word tracks, when you're learning phrases, when you're, you know, say you're studying how to handle objections and those kind of things, the way that you learn how to. How to get better at that, even if the objection the homeowner is saying doesn't exactly match what you trained on is to start zooming out and thinking about the deeper meanings behind things, We've got to start asking yourself the question, why are they asking this question to start with, why is this even objection to start with? Right. So we ask them, what are we wanting to accomplish by this? Or what makes you think of that to ask it as a question? Start thinking about how you can ask better questions to get to the reason behind the objections. Because that is truly where the objection lies. For the most part. It's not in what they're saying. It's not in the first layer or two of what they say is the first objection. The real objections truly typically fall well below the surface. So the better we can get at asking clear questions, the better we can get at asking questions that cut through the fog and through the noise and through the smoke screen to get to the heart of the objection. The better you get at asking those types of clear questions, the better you get at asking the intention questions behind why they even raised those objections to start with, the better and faster you will be able to get to the results that you're wanting to get to during your appointment. So let's talk through this a little bit at the beginning. So a little bit of setup in the appointment of what it sounds like when you come across the sales resistance towards the beginning of your appointment. And then we'll talk through a little word track of how to. How to overcome that, how to handle it. So the way that, the way that we train, getting into the appointment, into an agenda, you know, setting the agenda, all those kind of things, the way that we train how to overcome sales resistance here is really a two part. So it's a two part type of thing. You got to set it up with a little bit of context in order to give yourself the freedom to be able to overcome this the way that we need to. And usually one of those. Well, the way we train is in your agenda. You basically, at the end of the agenda, you've kind of laid out what the plan of your. Not kind of, no more words of uncertainty. You have laid out what the plan for the appointment is. And somewhere towards at the end of the agenda, the way we train it is at the very last line of the agenda, we say, so we're just going to work together to come up with a project and a proposal that you would accept. Sound good? Sounds good, right? So if it comes up there, or if sales resistance comes up really anywhere in the appointment towards the front, call it the front half. Right before you do the evaluation, before you Go around and measurements and that kind of thing before you see numbers, it's the front half. So when sales resistance comes up in the front half, either right there when we just said that line, they'll say something like, hey, I just want to let you know I'm not buying anything today or I'm going to be getting three bids on this or just anywhere towards the front of the appointment. Everyone knows that client, you walk in and they meet you in the front yard, hey, I'm just fixing it today. I'm not buying anything or whatever it is. So I'm gonna let you know, I'm getting three bids on this project. You gotta do my due diligence. So the word track for that usually comes out of, towards the beginning. And really it's much more of kind of the same way that we handle the. And if you need to go back and listen to the three bids training, go for it. But similar to the way we handle three bids, when it first comes up, we've got to turn the appointment back right side up. Because what's happened is when we get there, they have called for an estimate, right? Or it's been a turnover or for whatever reason we're there to quote something. And when they instantly give us that resistance, hey, we'll let you know I'm not buying anything today. Well, they had at some point a level of desire to purchase or they wouldn't have set this up to start with. It might only be 5% of their interest is to do the purchase, but there is some level of driver of motivation to purchase or they wouldn't have called, they would not have set the appointment to start with. So what is the word track? Right? So we know this or we wouldn't be there. They also, but because they're trying to protect themselves from making a purchase, from making a bad buying decision. All of the, all, you know, just all of the buyers, you know, concerns that they always have, well, it's still there, it doesn't go away. So they're trying to protect themselves from that. So that's when they spit out some of these smoke screens. But the way we handle that, really, we just have to turn it right side up on its head, right? So we just agree with them. So the word track sounds like this when they say something like, hey, I just want to let you know I'm doing my due diligence, I'm going to get my three bids on this thing. Or, hey, I'm not buying anything today. I just want to let you know, whatever it is. They say, first of all, anytime somebody raises a concern like that, we've got to validate it. Of course. Absolutely. I hear you. No problem. So when you get those bids, you're wanting to make sure it makes sense, Right? And if it doesn't make sense, you're not going to do anything at all. Right. So tell you what, let's just work together to come up with something that does make sense. That way, when your timing is right and you are ready to move forward, you'll have the very best possible solution for you. Fair enough. What we did there is we took it out of the like, present moment, we turned it into a little bit of a hypothetical type of a statement and then flipped it right side up again. So because what we're doing, instead of them just completely closing their door of their mind on the project and on what's going on, we have to have them at least keep it cracked open a little bit to be open to the information. Right. So that's why we have to let the. We switch it to the hypothetical just a little bit. So it feels like there is no pressure right now to make a decision on it. It really takes the pressure off for them to make decisions on the project, on, you know, on, on the equipment, on everything through as solutions for the problems that we're about to talk to them about. And then at the end, they still have the freedom to make the decisions they want to make. We are not there to force them into anything. If you're there to, if you're listening to this podcast, to learn a magic bullet that will force everyone to buy from you no matter what, then. Then you're in the wrong place. Sales doesn't work like that. We talk so much about working to become someone worth buying from. When you level up your life, your personal growth, when you become someone worth buying from, sales happen. Now, all of the rest is part of the process. You've got to learn your sales skills and you've got to learn this language along the way. But there is no magic bullet that's going to close everybody all the time. So if that's what you're here for, this is not it. However, this is a really powerful word track because what it does, it reminds us before we even start thinking about the homeowner, it reminds us of really what we're doing there. It reminds us that truly we are there to help them come up with solutions that are the right fit for their problems. And that does not always mean it's the highest in most high you know, the most expensive H Vac system that you offer. It does not always mean that every homeowner, the best solution is every single possible accessory that you could possibly sell. No, it does mean that it's the best fit for that homeowner based on their current situation, their current financial situation, everybody, you've got to be okay. If somebody can't truly can't afford something, they actually can't afford it, it's okay. What I'm not saying is let them off the hook and not move forward with something. But remember that anything that you do is better than what they currently have. Don't be completely destroyed and upset and pissed off if you didn't sell above a certain level of equipment. If you still made a sale, you're still helping them. Don't forget the people involved. Don't forget that we're a service industry there to help people live a better life. The fact that they didn't buy, you know, 40 accessories versus four or they didn't buy the highest level adaptive system versus, you know, single stage, don't get completely beat up on that. Because the point is we helped them live a better life by improving it because they bought from you to start with. Truly, that is the foundation of our industry. We have to get back to that mindset of helping people. If that means maybe a little more costly repair versus a system replacement in our current economy, be okay with that. Be okay with the fact that people are making decisions based on their best, on all of their current situation in life situation. Now can we influence it? Yes. Can we show them how they can afford a better repair or a better replacement? Yes. But at the end of the day, if they truly can't afford it, and I'll tell you, probably in maybe 5% of the cases where you think that they can't is actually the situation. So it's a very small fraction. But if they legitimately can't afford it, don't pressure them into it. Right. We're here to help, not to put people in a bad situation that they can't afford to move forward with. Now, I hear you, I know. Don't even need to preach to me about how the systems are going to save money and all these things. Yes, I know, I get it. I've been doing this 20 years, guys. I'm not new to this. But also, we have to be constantly focused on success and achievement and better numbers and better average tickets and better close rates. At the same time, we've got to be practical. So how does this mindset work while we're being practical, along with always being focused on the positive and growing and being better, well, that's accepting the current conditions and what's happening in our world, in our environment, and doing the best that you can with what you're given and what you're dealt. It does not mean you don't believe that there's the possibility of better and growth and improvement. Yes, everyone can get better at the same time. We've got to live this like this crazy balance of practicality. Right? So that's what's happening in our industry. But let's get back to this word track, because I had a little bit of a rabbit trail there, but the word track for sales resistance, you know, when you hear that sales resistance of I'm not buying anything today, I need three bids, whatever it is, doing my due diligence, then we just send them back with, yeah, of course. I hear you. Absolutely no problem. I mean, it's got to make sense for you to buy anything, right? And if it doesn't make sense, you're not buying anything. And only when it makes sense, both for the project and with the money, are you good at the budget. Only then will you move forward and do something. Right. Right. Okay, great. Well, tell you what, let's just work together to come up with something that you a project and a proposal that you would accept. That way, when the time comes, you know exactly what the right decision is. And of course, you've already worked with us, so you know what that experience is like. That way. All I'm asking for is the opportunity to earn your business here. And then when you're ready, we'll be here for you. Fair enough. Fair enough. Right. And of course, what they don't know is once we go through, when you go through the process, truly at the professional level, when you ask your discovery questions as deep as you need to ask them, when you do your presentation at the highest level and it's compelling and they can clearly see from you how their life will change and how they live in their home will change. Because when they say that the information they're functioning from is all of the other deadbeat Chuck in a Truck Joe Schmoes that have come in there and spent 15, 20 minutes with them, dropped a number and ran out the door and were not professionals. So when they actually come in contact with you as a professional, who knows what the hell they're doing is going to serve at the highest level, is going to ask the right questions, put together the right solutions for A compelling presentation. Yes, of course. Those homeowners will buy that day, I promise. I've had it happen hundreds of times in my career, probably thousands at this point. And my whole team has had it happen hundreds and thousands of times as well. That homeowner will buy, but they're just trying to protect themselves. So does this work track make sense? We're basically just turning it right side up again. They know they called you because they want to buy something, and so we're just making it a little bit of a hypothetical situation. Tell you what, so no problem, don't buy today. That's no big deal. But let's. I'm here anyway. Let's just work together to come up with something. That way, if you were to buy, it'll make the most sense for you. How about that? Fair enough. And it gets them off of their. They just feel so. It's like they're trying to be combative at this point, but it helps them right past that so they will start to work together with you that way. Your chances, of course, are much more likely and the conversation turns to the positive side instead of them being stuck in their resistance mindset trying to resist you the whole way through. So was this helpful today? Raise your hand if this was helpful in your drive time University. I'm so grateful that you stuck around with me. That is the word track for sales resistance. So one of the things I want to announce is we are accepting applications for on site training. Would you like me and my team to come to your location to train, do an on site training event for you and your company? We are currently accepting applications for the fall of 2024 and spring of 2025. The spots are filling up pretty quick though, so definitely reach out sooner than later and get your application in. If you would like to start a discussion with us about coming to your location to do some training. So every single time we step on site, you know, we see on average about a 30% increase in numbers, which is pretty incredible. I mean, you take a team that's doing 1 million a year, that will now be, of course, 1.3. You take a team doing 10 million, now you're looking at 13 or better. All right. We, you know, we hung out with a team that was doing about 30 million a year and they're going to do about 40 this year. So, you know, we're rocking it out lots and lots and lots of opportunity right this minute to get locked in with a spot that would work with you through the fall and the spring fall of 2023, spring of 2024 I know for sure there's a handful of companies that have already expressed some interest on locking in some spots for the fall. So make sure to reach out ASAP. You can email me samloseitnow.net you can email my assistant laurenoseitnow.net that's L A U R E nloseitnow.net or you can go straight to the website closeitnow.net also don't forget to join the Facebook group. You can message me there and in fact I'm doing a started again weekly free training in the Facebook group. So make sure to hop in there and you can ask questions or have a whole conversation around what your friction points are, what you're currently struggling with. And I get to update you on a handful of things as they're happening for Close it now. We've got some cool partnerships coming up. Go check out the Facebook page. There's a couple discounts that I've worked out for the community as well. And yeah, I'm just excited to be here this year. As 2024 is wrapping up interestingly and we're looking into the winter, what can we do to stay busy through the fall? So I'm going to be actually going back and retraining some of the Hunter mentality type of things that I did in the past. If you want to go back and listen to Becoming a Hunter, it was a six part series to generate an unlimited supply of free leads for your company, free appointments, qualified appointments for your company. Go back and listen to that Becoming the Hunter series because all it takes is legwork and you can go out. And literally if you, the more that you do this process, you will literally create revenue in your company out of nothing. The numbers are there every 500 doors you knock, which is, you know, say you knock 50 doors a day. That's two and a half hours across five days a week. That's going to be 500 doors in a week. 500 doors in, let's see, two weeks, right? Two and a half hours a day. That's going to be two weeks. You could do 100, will do $100,000 in revenue. 500 doors equates to about $100,000 in revenue. It's not hard to do. You knock 20 in an hour. It's the way the numbers work, right? You can do it in a week. You could literally knock five hours a day, 20 doors an hour with almost no door experience. And by the time you get through your 500 doors you're going to, one, have door experience and two, you will have set enough appointments to bring in about $100,000 worth of revenue. So I'm tired of everybody out there saying I don't want to knock doors because I don't care. I wonder what they're going to think about me. Well, they're going to think a whole lot different about you when you're doing $100,000 a week. Let's try that on for size, huh? Who cares what people think about you? They're not putting money in your bank account. They are not putting revenue in your company. Right? So who cares? Go out and do something different with your life to get different results. For things to get better, we have to get better. For things to change, we have to change. And so that's what I am, what I'm telling you. Go do it. Right. The numbers don't lie. It is absolutely the highest value activity if you don't, if you're not currently sitting in front of someone doing a presentation, the second highest value activity you can do as a salesperson in our industry is be generating your own appointments. Number one highest value activity is closing, literally sitting in front of people. Number two is generating leads. Right? Those are the number two top two things you can do. As anyone who is paid on any type of performance for sales, those are the top two activities you can do, bar none, hands down, no matter what. So gonna repost that series and I'm stoked for you to take a listen, go back and listen through it and I want to know what you think about it. So that is the episode for today. Thanks for hanging with me and I am so glad you're here. Let me know. Shoot me a message samoseitnow.net you can message my assistant Lauren L A U r e nloseitnow.net or message me over Facebook or pop a message through the website closeitnow.net if you want to know more and get on the list for us to contact you about coming to your company to do an on site training for the fall or spring. Fall 2024 and spring of 2025 and otherwise. Everyone, I hope you are killing it right now. At the end of summer, go out there and be someone worth buying from.

You've been listening to the Close it now podcast. Our passion is to dive headfirst into the transformative movement that that's reshaping the very foundation of H Vac and home improvement and at the same time covering fitness, nutrition, relationships and personal growth, proving that we can indeed have it all. We hope you've enjoyed the show. If you did, make sure to, like, rate and review. We'll be back soon, but in the meantime, find the website@closeitnow.net find us on Instagram at at the real Close it Now. And on Facebook at Close it Now. See you next time.