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.

Hey, hey, hey.

Welcome back.

Close It Now.

Sam Wakefield here, your place for solar and H Vac sales training.

Today we've got an episode actually inspired by a question from my friend Greg.

So Greg Gotts, thank you so much much for your question today.

It is going to be very helpful, especially in the solar plus H vac or H vac plus solar conversation.

So the question is, and it was.

He said he's running into, he's mostly a solar focused sales rep, solar advisor and he keeps running into homes where homeowners are saying, well I just improved my heating and air system to a really nice super efficient modulating variable speed system.

So I'm not going to be, my bills aren't going to be near as high.

I don't need solar now.

So that is the question, that's the topic of the day.

So we are going to tackle that here in just a couple minutes, so stick around.

All right, so let's get into the what's in your cup portion of the day.

I am super excited because a very dear friend of mine sent me a recommendation and it is called Wake the hell up ground coffee Ultra caffeinated medium dark.

I haven't tried it yet.

It's definitely one that I'm going to order.

If you have tried the Wake the hell up ground coffee, I want to know is it any good?

It says the perfect balance of higher caffeine and great flavor.

If you're like me, sometimes you need that extra kick in the tail to get going on.

Some days.

Some days it's just harder to rock and roll.

So.

And if you didn't know, I'm not getting paid by these coffee places.

I just like, I freaking love coffee.

I'm a coffee snob so to speak and I just want to know what you're drinking.

So thanks for that recommendation, Lauren.

I will definitely give it a go.

Also, I want to know one thing we haven't talked about in the coffee conversation with the what's in your cup portion is how do you make your coffee?

Are you into just the regular set the machine, let it drip?

Are you into the French press?

Are you into pour over?

How do you drink your coffee?

Some people just have the straight espresso.

Espresso machines.

Right.

So I want to know how, how do you do it?

On days where I really need the extra, extra kick, I'll go to a shop and I'll get drip with, you know, three or four shots in a, in a nice big cup of drip coffee.

But anyway, I digress.

That's enough for the what's in your cup section.

So thanks Lauren for the wake the hell up recommendation.

We'll see if it's any good sometime soon, as soon as it arrives because Amazon and living in a place like Austin, thankfully you get Amazon now.

Sometimes I order something at the house in like two hours, so it blows my mind.

But that's the world we live in, which is instant and I love it.

So what are you drinking?

Send me a recommendation.

I want to know if you, especially if it's something that is high octane.

I like to hear about it.

But let's get into a couple things about today.

So thanks, Greg.

I really, I'm really excited about this topic because it's a big one.

The more that we move forward into our where we're at in 2023 moving forward.

And the reason I'm talking about solar so much is one, it's an enormous industry.

It's barely getting started.

Right now is the time to, to make fortunes in the industry, especially when you can combine it with H Vac and you're in a place where you already have a constant steady stream of leads.

You're already trusted in the home.

Don't hear me wrong.

What I'm not saying is abandon H Vac.

That's the foundation, that's the industry.

What I am saying is it's a great way to add into the mix more than double the revenue.

And if you want to know how, I can definitely reach out to me, I can show you how.

But, so the conversation today though is as you are, your company will be, you know, if they're going to move forward in the next 5, 10, if they're vision casting into the next 5, 10 years plus they're going to be adding solar into the mix.

And in order to stay on the cutting edge of how to approach that homeowner who says, hey, I just got a you Know, just got a great.

Maybe they went with a green speed or they went with like the Linux, you know, the 26 year, the variable speed, you know, that whatever it is, whatever brand, it doesn't matter.

Then with a modulating system and they're like, man, my bills are going to be cut down a ton.

That already dropped, you know, 30%, 40%, whatever it is, I don't need solar anymore.

That's.

How do we have that conversation with that homeowner?

So that's what we're talking about today.

So, you know, basically you're like one.

We have to commend that homeowner for making a great decision.

We compliment them, you know, high five.

Huge high five.

Wow, that's.

I love it.

That is awesome.

You have already made a great decision.

I can tell you're somebody who really uses your brain, makes good, educated decisions and you know what you're doing when it comes to energy efficiency.

Yeah.

And just the best choices for your home.

Good job.

High five.

Right.

So compliment them first.

Absolutely.

The way to be.

Because, I mean, we know that's the best decision anyway.

Now then we ask them.

So, you know, it's like we're solving for different things here.

That is perfect that you've reduced your, your energy consumption now.

The best.

That's exactly why I'm here.

You've got to use that term.

That's exactly why I'm here.

The best part about it is now the solar system doesn't have to be near as big, so it just won't cost as much.

But the point of the solar system is you've reduced.

Now you can produce.

Then that's when you really start to ask them, say, you know, if Your car was 10 miles a gallon and you upgraded to a car that was 30 miles a gallon, that's a huge difference.

Right?

Right, Absolutely.

Cool.

So we're getting into these leading questions and then you ask them.

Three years ago, if you could have locked in gas prices at $1.15 a gallon, would you have done it?

And they'll say, of course.

Absolutely.

So today, if you were driving the 10 mile a gallon car or the 30 mile a gallon car, it wouldn't matter.

It would still be at the best decision to lock in the low gas prices no matter how much you were using today.

Right, right.

So it's the same conversation with the electricity, because we know the rates are going up, they've been going up, they're projected to go up even more.

So high five.

Great job using less energy for your home.

Now let's lock in that rate.

So year after year, as those electric rates go up, it doesn't affect you anymore.

So your good job using less now.

Lots.

Now let's lock in how much you're paying for that.

So it doesn't go up.

So the conversation is not about, hey, my bill was 500, now it's going to be 300.

Because homeowners get so stuck in their mind that if I don't see a ton of savings right off the bat, month by month, that solar is not worth.

It has nothing to do with that.

The conversation is, I mean, how many times, if you've, if you've been doing solar cells or even in H vac cells, how many times does a homeowner say, when am I going to see my roi?

When am I going to see that return on investment?

When is it going to pay back?

Right.

What's the payback period?

Right.

It does.

That's not the conversation here.

It's not what we're talking about.

The conversation is not in some parts of the country.

Absolutely.

I mean, I was literally looking at one today where we're going to save the homeowner like $70 a month right off the bat.

Month one.

Awesome.

Fantastic.

It's this huge house and they use a lot of electricity and we're going to be able to really make a major difference immediately.

Understand though, its percentages.

So the bigger the house, of course, the bigger the savings.

Or if you're in a part of the country where electric rates are really, really high, like California or, you know, up in the Northeast, those kind of things.

Yeah, you're good at Arizona.

You're going to see some major savings immediately.

But that's not the purpose of solar.

The purpose of solar is to like secure a rate, lock it in so it's the same every month and it never goes up.

That is the purpose of solar.

So your savings compound.

So that's why you're seeing, you know, people that are save, you know, over time they're gonna see 50, 75, $100,000, $125,000 in savings.

And it's very legitimate and proven because as electric rates increase, their cost for power doesn't.

Because now they have their own power plant right on their roof.

So the conversation with the homeowner can be very similar.

Say, great job using less energy.

Awesome.

You just increased your gas mileage.

Now let's lock in the rate for the gas.

It's the same thing.

You just use less electricity.

Now let's give you now let's put your own little power plant right on your own house.

That way you can create your own power.

You know how much it's going to cost no matter what.

And you kind of think of it like this.

And it's, we're good.

We're going to talk about the gas station analogy in a different episode.

Just kind of think of it like this.

You now own your own.

When you do this, you'll own your own gas station.

And you can always get gas at that $15 a gallon.

No matter what the station across the street is going to charge.

It won't affect you anymore because you own the gas station.

So you're always paying that low rate for it.

So they can go up to whatever prices they want to charge, 2, 3, 4, 5, $8 a gallon and it won't affect you.

Are you open to some more information about that?

Because the biggest struggle right now with solar is the education piece.

If people understood it, they would already have it.

That's the beauty of it.

And it doesn't cost anything to do it.

There's literally a zero investment to get into it, to convert over.

So that's the beauty of it.

If people understood it, they would already have it.

So thanks, Greg, for that question.

That is a very powerful question that homeowners are stuck so many times are stuck with the idea that if I'm using less, like, oh, my bill isn't a pain point right now.

So what, who cares what your bill is?

Because the conversation is you are spending money to pollute the earth through either natural gas or coal or wherever your power plant is getting its power.

Or you can use that same investment and put it towards free power from the sun.

Yes, I know that some of you are thinking, I know there's all, what about the, you know, the pollution to create the solar panels and all this stuff.

Yes, I understand that whole conversation.

It doesn't, it doesn't change the fact that by buying power from the grid you're polluting, polluting the planet.

And it's making a big difference by converting over to, to solar.

So I may, I'm a firm believer that solar is the, you know, is going to be one of the major, and is one of the major changes that needs to happen in the country.

It is in some parts of the country.

It's the only way we're going to be able to save the electric grid so it doesn't keep collapsing all the time.

I mean, I'm in Texas.

Talk about an unstable electric grid.

It's like the house of cards.

So absolutely, let's help these homeowners get the most efficient system.

Let's get some more modulating systems out there so they can use a lot less electricity, not have the power spikes when your system comes on.

And that's, man, that started those startup amps are like, I mean how many times does your lights fade?

That, that's killing the grid, right?

That's the peak times of the summer is when they're having the biggest problems.

That's why we have rolling brownouts, that's why we have blackouts.

There's a huge portion of the country that's going to start happening on more and more.

So the best way we can help the homeowner and help the electric grid, the bigger grand scheme of things is yeah, let's get more modulating systems.

I mean my sales teams have always sold 50% or greater of their cells, were always, always communicating modulating equipment.

And that's what we train in the, you know, in the coaching group.

I mean I got a testimony just the other day from, in fact, let me find it in my, in my Facebook messenger testimony just the other day from my guy Jason.

He's with me right now.

We had one session, one coaching session with my high performance coaching.

And so we just got going, did an intro, just kind of the introduction to what the course is going to look like.

And he's like, I was like, what's the biggest thing you want to work on?

He's like, man, I don't really have, I'm not really able to sell very many communicating systems.

I was like, all right, well let me just, we'll dive in deeper.

But let me just give you a quick diagram and how to explain it.

Sure enough, the same day that I'm looking at my notes, I sent him the note at 2:07pm and then at 8:00 clock that night he messaged me and said, hey, I used what you showed me today and just sold a communicating dyke and fit system for 17k.

Practically just paid for my first month coaching with that one sell.

And so talk about a same day like implementation.

Success happens at the speed of implementation.

It doesn't matter how much you know how much you learn, it's how fast can you implement and so that.

So yeah, I mean if you want to know how to sell more communicating systems or modulating systems, more of your highest end systems reach out.

To me, the high performance coaching program is crushing it.

I mean every single person who has gone through the program has dramatically changed their Numbers.

He's not the only person that has had the same experience.

One session of, when we cover that one principle alone, we do one coaching session, they go out and look, my guy Mark, he had never sold a single system over a 16 seer, single stage.

We covered the one thing and it was almost the same story.

He went out that Same day, sold $19,000 variable speed communicating Bryant system that same day.

And now he does it every week.

Right?

So reach out to me.

We'll get you plugged into the high performance coaching.

If you want to dramatically increase your numbers, that is where you want to be.

How much is it worth?

The lifelong skill of being able to communicate clearly with homeowners and in a way that, and it's not just, you know, giving you the fish, it's teaching you how to create word tracks and language to land a homeowner at the desk at whatever destination you want them to be at.

If it's through, you know, to do more communicating equipment.

We cover a lot of indoor air quality bundles, IAQ bundles.

And actually this is a good time to cover the other testimony I got because it was also just as powerful from Nolan.

Just the other day he went out and he is, he's the one in Calgary, he went out and sold his very first HEPA filtration system along with an Alvi air cleaner in a bundle.

I'd never done that before.

And we had what, two sessions in our coaching program and he went out and did that, sold it right on top of a new system for the first time.

We've had two sessions.

And so I love it because it was less about making that one cell and much more about learning the word tracks and the questions and the patterns.

To be able to take a homeowner from basically from blind date to marriage proposal, when we're asking for that contract in a 45 minute time period, you know, an hour time period.

So that's what the high performance coaching does.

We'll be talking about this more and more.

There's so many stories from that program that have changed everything for people.

Because my goal is to help you succeed.

I want to see you dramatically change your sales results through helping people.

You know, Zig Ziglar said, if you help enough people get what they want, you can have anything you want.

That's absolutely true.

And how do we do that?

We help people.

The only way we can help people is them buying from us.

When you know for certain that your solutions are the right thing to do, it's the right thing for them.

To do.

It's the right thing for them to do now.

And the only way we can help them is by them exchanging their.

The dollars for the value that we bring.

Because we know the.

Whatever you're charging, one, I would say charge more, increase your pricing.

But also your value is much higher than whatever your price is.

And when you know for a fact that you bring that value, I mean, you're on the hook for it, you better deliver.

But when you do deliver, it's worth every penny.

And, you know, a great closing line, and this is just a.

And this is if it's solar, if it's a track, if it's combined, a great closing line.

And you have to mean this is when somebody starts giving you any kind of objection at the end or any hesitance, you just look them dead in the eyes and say, look, my goal is to.

I'm local here, right?

You know me.

Here's my phone number.

My goal is when you see me at the grocery store 1, 2, 3, 5 years from now, we high five and say, man, that's the best decision I've ever made.

Still, I still think, and so glad I made that decision and not to be ducking around the other side of the aisle and hiding from you, because I know that I've taken advantage of you with price or that I'm not going to deliver.

My goal is to see each other, high five and say, hey, you've got to help out my brother.

You've got to help out my sister.

You got to help out my, you know, my friend because of the, you know, what you did for us.

And so that is the.

That's the passion and the conviction that you have to go to bat with, that you have to go to the house with.

And when you have that, whatever you're offering, if you're.

If you're strictly the H Vac company, if you're strictly solar, if you've started to combine that, I want to know if you're blending those together, because we could definitely have a solid conversation there.

But when you have that conviction and that passion that you are changing lives with, what you do, that changes everything in the way it's received, you're gonna stop getting those objections.

But you have to believe.

You have to stand in the mirror and look at yourself and say, make the very first cell.

And the biggest sell you ever have to make is when you're looking in the mirror and say, would I buy from me today?

Would I buy what I'm selling?

Would I buy this person Would I buy from this person?

Would I buy their belief system?

Would I buy their integrity?

Would I buy their passion and conviction?

Then go down the list of would I buy the products and services they're selling?

It's much more important to buy the person first and then the product and service.

Because if you would buy from yourself and you have that passion and conviction to deliver on your promises, the homeowner is going to feel that in every conversation.

They're going to feel that as you communicate with them and step through that process with them, they're going to know because the goal is to clear out the fear, uncertainty and doubt out of their head.

Every single homeowner enters that conversation with what's called fud, Fear, uncertainty and doubt.

And if you get to the end of your presentation and there is an ounce of fear of uncertainty or doubt that you're not going to provide through either your guarantees or your solutions, that you're not going to solve their problems completely, that's when the.

I want to think about it come up.

That's when the smoke screens come up.

That's when they.

You know what?

We better get two more other bids.

I've got to get three bids.

Well, why?

Because they still have fear, uncertainty, or doubt that you're not going to deliver completely on what you said you're going to.

And the only way to accomplish that is you have to be certain in what you're bringing to the table.

You have to be certain that you.

The solution you're offering is.

Is the best solution for them, for their situation, for the problems they say they have, for the concerns that you've uncovered.

And you have to be able to deliver that without reservation and without a doubt.

So that is going to.

That changes everything.

You will stop getting objections when you show up with that level of certainty.

The project just closes.

You get to the end of the presentation, you start asking the questions of, okay, if you were to make a decision right now, which one would you choose?

Okay, great.

The next steps are, let's authorize some documents and get this scheduled.

There's no question.

You just walk them right through it.

And then the system goes in.

There is no other option.

And when you are so certain that they're not even going to take another option, are you certain that there's no reason to even call other companies?

What's gonna start happening is they'll be, you know, you'll.

They'll be.

The partners will be talking to each other and like, well, we had two other appointments and you're like, no problem.

Let me take the pressure off of you.

Who was it with?

I'll call them and cancel it for you.

You don't even have to talk to them.

Then you can call the other companies and cancel those appointments.

Call them and say you don't have to come out.

We just signed up Mr. And Mrs. Jones.

We just signed them up, the Hernandez family.

That's no problem.

That's really no problem.

We're installing tomorrow.

That's okay.

You don't have to come.

And there's no better feeling than being able to do that.

And then they thank you because now they don't have to make that hard call either.

And it's so powerful when you can actually do that.

And you followed maybe another company that they'd already signed the contract with, and you show them how your.

What you're selling, your system, your H Vac system, your solar system.

The combination is a much better value than what they were getting before.

You can actually call and even cancel the projects.

I've done that.

I've been sitting with homeowners and realize, oh, my gosh, the last person came and completely took advantage of you.

Let me show you how he was dramatically overpriced in the equipment he was selling you all these things that you don't need for your situation.

Let's really get you the best solutions for the concerns you have.

And they have zero uncertainty and zero doubt and fear that you're going to solve their problem.

Literally sat at the table with the homeowner and called the previous comfort advisor and canceled the project sitting at the table with them and got them to comment across the table.

Yep, we authorized this.

It's canceled.

And the other salesperson didn't know what to do.

But at the same time, basically, they knew they were taking advantage of the homeowner because they just started laughing like, oh, that one.

Yeah, no problem.

I understand.

Because they knew they were out up to no good.

We all have those competitors in our market that, you know they're taking advantage of people, and they know they're taking advantage of people.

It is your mission to help homeowners, to save them from the deadbeat.

The deadbeat companies out there, the Billy Butt cracks of the world that are taking advantage of the homeowners.

If they came to your grandma's house or your mom's house, would you want them to price things for them the way that they're out taking advantage of people?

No.

You would never let that happen.

So treat every single person that way.

And things are going to start to so dramatically change for you as your intensity and your focus and your conviction starts to ramp up.

So that's my message today.

I feel like I get excited about this.

This is how we can make such a massive impact in the world.

How it can make such a difference in people's lives by effectively changing everything that has to do with their living environment, their living space.

They're going to sleep better, they're going to breathe better, they're going to have more cash flow to be able to give to the poor, to take their family out to the movie once a week that they didn't have before.

How can you make a difference in people's lives?

That's exactly what we're doing for homeowners every single time you step out the door.

But it starts with looking in that mirror and saying, would I buy from me?

If there's anything in me that I wouldn't buy from, then work on yourself first.

And then as you work on yourself and up level yourself, you will see the results in your numbers because people will see it in you first.

Okay, so that's my episode today.

I hope you enjoyed this.

If you got some value from this today, reach out to me, samloseitnow.net or pop in the Facebook group.

Shoot me a message.

Let's have a chat.

Reach out.

Let's see if we can get your numbers up to the next level.

If you own that company or your sales manager, let me know.

I am currently booking for site visits.

I can come to your house and do a boot camp.

Take your team to that next level.

Get that certainty in them so they can go make a difference in the world with your company's name on it.

Because we do have an important job, we have an important role in the world and it nobody's going to do it for us, we've got to take that step.

So everyone go out there, go change the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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