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 by 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.

Foreign.

Well, welcome back to Close It Now.

Sam Wakefield here.

This is your source for H Vac and solar sales training and of course any other trades.

We have people that listen that are do alarms, that do pest control, that do California closets, that do cars, doesn't matter.

The sales philosophy is the same.

Universal laws.

Universal laws in psychology is what we love about what we do.

And today we've got a really special episode for you.

This is a topic that we really haven't touched on in the Close it Now world up until now.

But as we grow, as we expand and if you have been paying attention to market trends, there's a lot going on right now.

People are not pulling the trigger on the super crazy expensive systems the way they were the last few years.

So there's a lot that, if you please pay attention to this, this is crucial in our, in our marketplace right now in order to, to not only survive but to thrive.

We have to start really start maximizing every single touch point with the homeowner and every opportunity that we have to get in front of them and make them feel special.

And that's, that's truly what we do as a company, as a, a premium service company, everyone walks around with a sign over their head that says make me feel special.

And we could, if we can do that with every single touch point, that homeowner will not go anywhere else because they know that they're going to be taken care of.

So with that being said, we all know that one of the very first touch points and the face of the company that the homeowner gets is the service technician.

You know, classically in H vac service drives sales.

And so how do we one not have our technicians out there?

As I mean I've heard over the years people say oh my technician, that's my loss leader just to get in the door.

Well, it doesn't have to be that way for one, but for two, how do we make sure that they're trained up and they're, you know, they've onboarded properly and they're doing what they're supposed to be doing, following the systems and processes.

So today I am happy to introduce our guest on the show who is the expert in that he has these.

He's, he is a profit rocket coach.

So this will be part of the Profit rocket Growth Summit 2023 speaker series.

And you probably haven't seen this guy's name a lot yet, but you will.

He is a rising star in the industry.

He's a family man.

He is a veteran.

Thank you for your service.

He started off years ago as a technician and quiz, follow the process.

When you surround yourself with great people, you become great.

And it quickly became a trainer for technicians.

So everybody please welcome to the show Mike Mueller.

Hey, how's it going everybody?

What's going on?

Sam, thanks for having me.

Thanks for being with us, man.

Yeah, totally.

So super excited to jump into this and I hope that was an okay introduction for you.

Great.

It's perfect.

So let's get started, man.

We always like to have, have all the guests give just a quick highlight reel of how you start, man.

How'd you get into the industry?

How'd you land where you are?

And also give us a little bit of kind of a philosophy.

What's your guiding compass in what you do?

Yeah, I mean for me it's, it's family based, I would say it's, it's my guiding compass.

Right.

I mean, I work with my brother Victor Rancor, different last name, same mom, different dad.

My dad raised us and I have that, you know, that always hones true to me and very fortunate.

I have two young boys and a wife and I love my family time.

So that's, that's what always kind of rings true.

That's usually what we call our why.

Right.

But a little bit like my background coming into the trade, it was just getting out of the military.

I was a combat medic with the Marines corpsman and came out and I needed to find my purpose.

And I think I found that through teaching and coaching kids and high school ages, stuff like that.

And I was basically set up to start, you know, working in that, that industry for.

I was at our local district for about three years and I was just about starting, about to start up my first teaching job essentially after the summer.

And I realized they're only going to make about $60,000 a year in California, which is great pay For a lot of people.

But it's hard to do that when you just have a newborn and a wife who's.

Who's saying, hey, I think I want to stay home for a little bit longer.

So I had to figure out what that, what that was going to look like.

Right.

And if we know sales, it's.

It's a great.

It could be a great way to level up your.

Your life, I think for everybody.

And really it comes down to communication skills.

And I feel like I have that.

So I talked to my brother, who at the time was the top selling technician in the country.

So for me it was like, I see him making more than doctors and if I can be any, you know, we're competitive.

So I see him like, if I can be even as a fractional, as good as he is, this is gonna be easy.

So.

And it wasn't.

It wasn't easy.

I'll dive into what that looked like.

But I would say, you know, he brought me into the trade on.

And after our first summer together, which was an amazing experience, learning and growing, I think even that bonding, you know, I would say it was, it was a wakeup call to like, say, okay, this is a bigger trade than what I thought it could be.

And I think it's.

This is definitely a stepping stone.

Right about was five months after I started, we started up absolute airflow.

The rest is kind of history.

So we just exited at about five years, just before five years a few weeks ago.

So it's a pretty exciting time in his life, next step in ours.

So we're excited about that, but love it.

Well, awesome.

You know, you mentioned something really specific there that I Thankfully, in the last probably five to eight years, it's not as bad as it used to be.

But, you know, we get in the industry, we get.

So we put our.

The blinders come on and we just by, no, not necessarily our own fault, but we get so blinded into like, just really focusing on my company and then my town that we forget that there's a bigger picture, there's a bigger industry and, you know, really not seeing what's going on across the country.

Being able to, you know, have those connections in different places to get support from.

And you know, if.

If something's going great in one place, like, for example, I'm in Austin, you know, we've had nothing but 100 degree weather for, you know, weeks now.

But I know most of the country, it's not the same thing.

So if we only focus on what's here, like, oh, Everything's awesome and I don't need to change anything.

But then all of a sudden, surprise, six months from now, the whole face of the industry change.

So I love that you said that we can stay connected to people across the country.

And, and that's a big part of what you're doing with profit Rocket, you know, is bringing us all together, which is a good way to do it.

So, so tell us a little bit about that.

You know, you, you, you started as a tech.

You said it was much harder than you anticipated.

Yeah.

What, what is that journey like, man?

I mean, you know, I mean, we've all done it.

When we first get into, into something new, a new trade, whatever it is, we, you know, we dive in deep, right?

And you know, I knew the days would be long.

I didn't know how long initially.

Right.

Like my, I remember my first few weeks I got hired onto this company and it was a larger company for the area and they're still around and, you know, they're like, hey, we're going to pay you a training, a training, you know, fee of like, whatever it is, right?

It's like a few hundred bucks a week.

And I was like, okay, great.

That's, you know, that'll get me by after taxes and everything.

It's not, it's not much.

And then you look at the hours they, that they put you on and you're working 70 plus hours your first few weeks and you're like, okay, all right.

Like, this is not, this is a lot less than what.

This is the real deal, right?

So it was almost like slave labor.

But really, you're, you're learning.

I'm not.

I was very grateful to have the opportunity because I came in, you know, they knew I would, I would have that drive and coming from where I came from, and I would definitely say like, that, that sharpened, you know, that blade a little bit of like saying, okay, I can, I definitely can, can cut now.

Let's kind of see where I'm going with this.

And after about two weeks of, you know, and keep in mind, like this company, like, they were, they were in a position of, of like just kind of free, just kind of free falling, right?

Like, they wanted to kind of figure out what that role looked like.

So when they brought in my brother, they paid him a lot of money and they basically said, hey, look, like, figure out the operation side, let's make some sales.

That's what he was very good at.

So he didn't have time to like, go through, you know, sit through One on ones with the new guys.

Right.

He was busy working on the operation side, the processes, the call center.

I mean everything from the ground up.

They had, they had no real direction.

They had the structure, but they didn't have any actual like leader.

Right.

Because the owner was out.

Why.

And just happens to do business by chance instead of being intentional, right?

Well, I mean, at some point it was intentional.

And then, you know, you kind of take a, you throw off the pedal and you realize, you know, like, oh, this is just my, my lifestyle business.

And that's.

He was saying, he was saying one thing and doing the other, right.

He was saying, I want this to be a.

This in this huge thing.

But he was, he was living it like a lifestyle.

So.

And Victor knows one speed and one speed only, which is let's, you know, let's go hard.

So he really had to attack that entire company as a whole.

I had a great service manager.

I would say that like he had, he had great support system there, but again, he's busy as well.

So what it came down to is how they set up initially was with new technicians that come in.

And this is a lot of companies, like you don't really have a direction.

You might have a onboarding packet, which is great.

Some process stuff you hand them.

What does the support system look like after that though, right?

Like, are you giving them time with the best guys in your company?

I think.

Is it the bigger companies kind of structured that way where you, where you do have time to sit in rooms with, with some of the best so you can learn from, you know, the highest level possible.

So that, that's your standard moving forward, right?

Well, when this company brought me in, they didn't really have that in place.

And it was.

Right summer started, so I was learning with who they thought was just, you know, kind of like middle of the pack, maybe even bottom, bottom tier.

Right.

And that's nothing to do with their ability or even their communication skills, to be honest.

It was a lot of to do with their confidence and you know, really that's all it was.

It was confidence and then having like that, like getting out of your own, getting your head out of your ass kind of mentality of like, hey, let's kind of build up together a little bit.

So my first two weeks of ride alongs, it was with people that were bitter about the company standards.

There were people that, that were, you know, giving me, you know, object, you know, talking about the objections that were going to come up.

Then they were, they're already def It.

That was like one of those things where, man, I don't know, I kind of grew up always, like, I was always a smaller, you know, smaller height, wise, bigger kid, but I was always tall.

Like, I hung out with older, older kids, so I was always the smallest kid around essentially, right?

So I always had that fighter mentality of like, I don't care what size you are, right?

I'm.

I'm gonna fight and I'm gonna get, get, you know, get.

Get out of it, right?

So when I saw that, I was like, man, this is, like, so messed up.

I need to figure out how I get myself out of this.

So my first thing was I just.

I need my own truck.

So I did whatever it took, you know, did whatever as far as, like, just getting out, out into the field.

That to me was.

Was important to get myself out there.

Now when I got out there, I was struggling because I. I remember the first call was just still.

Still a funny story.

Like, my first call, I ran.

You know, I heard of this thing called the One Legger.

And you know what that is?

It's like having one homeowner, right, instead of two.

That was one of the first thoughts in my head, was like, oh, it's a One Legger call.

It's a bad call, right?

And that's the mindset that they instilled in me early on of like, you know, you have to have this and that.

And it's like you're judging the calls before you ever get there, which is.

That's a no go.

Awful.

Yeah, I get there.

We were asking the lady, you know, I was like, hey, so, you know, are you.

Are you home alone?

Are you here, you know, by yourself?

And.

And like, imagine the conversation went after that.

Hi, lady.

Are you here by yourself?

Yeah.

So she kind of shut down a little bit.

And I, you know, there's just so many different things that goes into, like.

Like your mindset before.

Before you ever get to a call.

And if you're thinking about things like that and keep on.

I didn't think anything of it because I'm thinking about sales, and that's like the last thing you want to think about.

The flip side of that is how can you make the comfort that, you know, the customer, homeowner, client, like, as comfortable as possible before you ever ask anything regarding sales or about their system.

It's like, that's.

That's a step that was severely skipped in a lot of companies that we see now.

But also my own experience, so I definitely come from there So I am empathetic and sympathetic towards technicians that come into a company that are maybe mid size or even smaller size, that they don't really have the structure in place yet or like the support system yet.

That's what we do now.

That's what I do now.

On a daily basis I talk to kit the guys, younger guys, even older guys that just need to get their heads straight.

And it's just a confidence game and really it's like reminding them of like, hey, this is what our next step is.

Right?

Right.

So I love it, man.

So let's, let's dive into that a little bit.

You're right.

Mindset is the, is the key.

You know, everywhere.

Every time I'm in the field, training at companies and or doing my virtual coaching, you know, that's the biggest thing.

Most of the time they have a great foundation on most of the skills, but they just don't have the posture, the backbone or the confidence to be able to say the words they already know to the people.

Right.

Or just the mindset is, you know, well, this is more expensive than I would spend or just whatever the reason.

So talk us and, and I kind of can see a little bit of a tree.

We've got mindset for owners and we've got mindset for text and sales people.

Right.

So take us through a little bit of.

When you're working with technicians, when you're working with people, what are some of the, the things you do to help them with their mindset?

What's the mindset exercises?

Or is it just flat out just showing them what's possible?

I mean the possibility thing is, is already kind of in front of us.

Like I, you know, I have my brother to kind of lean on that a lot of times I say, look like you can be, you know, as high as, as high level as you want to be.

That's like the goal, right?

And I always think like there's this duality of our classes that we teach.

We teach the same kind of this tune up class and we teach it differently, but the information is, the process is the same, right?

It's his process.

I teach it a little differently.

You know, I'm a little more patient.

I think our demographics are different.

But when it comes to like the mindset stuff is like he has, he had the vision of it, right?

And I always tell him like, look like if, if you're lacking the vision, I need you to rely on the process.

I need you to rely on, on the tools that you do have in front of you.

So, like, sometimes it's.

It's just getting out of that.

You know, some guys are like, hey, look, I can't.

I don't know how to communicate this, right?

And.

Or I'll practice with them through a zoom call or even in person, and I'll sit down with them and I'll have them just repeat a few word tracks.

Or maybe it's not a memorization game.

It's not.

It's really like a.

You pick out the things that you really want to talk about and express as a company, and then you kind of, you know, make that into, like, your script, and then that script needs to become that technician.

So I say, like, find.

Follow that word track.

But, like, keep in mind, it needs to be you.

It needs to be genuine.

It needs to actually.

You actually have to believe it.

Like, so for us, it's like making them feel like, hey, look, this is.

This is true.

Everything we're talking about is 100 accurate, right?

Once they have that, once I see that, then they're like, okay, now I can practice this and believe it.

And then through that belief process of, you know, repetition and everything else, it's like, okay, well, let's see how you can.

If you.

Even if you can't talk about it, you know, in a setting with a homeowner, at least you have it.

Practice with us.

Because this is like, you know, practice, I always say, is like, where you make all your mistakes, do it, you know, do a thousand times with me, fail, you know, 999 times.

But if you get it once, then we now have something to kind of work with, right?

If you're with a homeowner with a, you know, during a process or, you know, into a service call.

Excuse me.

You know, we give them tips and tricks to, like, kind of help mitigate that, right?

It's like, okay, if you're a new guy and you need to kind of talk about iaq, obviously we want to bring it up quickly and early on and as we kind of go through the call.

But, like, how do you bring it up without being a sales pitch for a new guy?

Well, sometimes it just.

It makes you lean on the information given, and sometimes that's the conversation starter.

So we find, like, that's the biggest thing is.

Is how do they start the conversation?

We give them all the award tracks to do it, but they fail to do that.

So I say, okay, well, let's give you some things, some tools that we can help you, right?

So I'm gonna say lean on Your tools initially.

Right.

Like your first few weeks in the field, use the brochures, hand them to them, say, hey, look, I have something for you to check out, please.

If you have any questions.

I'm going to talk about it later on in the call, but definitely want to, I want you to take a look and kind of educate yourself on it before I.

Right, yeah.

Or, you know, it comes to membership stuff.

Like have them fill out the membership form and say, I'm gonna go over all the great benefits with it, but definitely take a look at it.

Right.

Sometimes.

And a guy tell me, text me the other day, say, hey, I did that, that trick with the memberships.

And they, they, you know, they sold them.

Like, okay, now they have some confidence.

Now let's get that rolling of like.

And, and this is a kid that doesn't, you know, he, he doesn't know all the benefits.

He doesn't memorize.

Yeah, he, he, he doesn't have them all memorized or committed to memory.

And he, you know, and he's practicing, but it's just coming, it's not coming out as well as it should.

Right.

So he's learning that like, okay, this stuff is, is valuable now.

Now that there's a perceived value, his belief system is now structuring it to like, okay, I actually can absorb this as myself now.

I can share that belief.

And that's what sales is stuff.

Right, Right.

I love it.

That's.

And you're right.

I teach very similarly in that, especially when I'm handling objections or just really anything is the, you know, if we give somebody very exact words to say as a response to exact words, if somebody changes something or modifies it, then you're just out of luck.

But if you teach them how to understand the, the psychology behind what's happening and the reason we're responding this way and kind of a flow, then they can change the words.

Okay, no problem.

Here's, here's the, here's the idea.

Let me phrase it this way to match what you're saying.

And it's so important, you know, to understand.

Understand just some philosophy behind it.

And there's levels to it.

Right.

Like, you know, when I first got into the field, it was like, okay, I just need to memorize my script.

I need to memorize.

And that's what I thought was important.

Right.

And it's like, later on, it's, it's your tonality.

It's how you finish the sentence, how you inflect in certain sentences, it's how you pause Wait for the reaction.

Like to us all those things are important, but it's not going to be even a note on a, on a new guy.

Right.

So we teach that too.

Teach them how to sit at the table, you know, like where to put your hands on the paper, where to put your hands on the table.

Right.

And it's these small little things, you know, and it's, it's all, it's just this compound of information that we've been given over the last, you know, where Victor's been given over the last 30 years of h vac knowledge around him that's been able to kind of filter down into process and a training method that we believe is, is helpful and that's, and so far, you know, and just like you guys, like I'm sure is, any kind of coaching is going to help.

For real, any coaching is going to help you.

I promise you that.

Like if just, just listening to someone outside of your own bubble a little sometimes is going to open up your mind a little bit to what's possible, it's going to give you a new perspective.

And I think the perspective thing is, is so important.

Yeah.

You know, and obviously for us we think that our process is great.

So like we, we will really push them to believe in it and trust it.

And that's so far it's been, it's been an awesome way to approach these last few years in the training sector.

We've, we've just now kind of get into like full time.

This is what we're going to be doing and we need to kind of explore it.

Right.

I always say like better is not better than bigger.

Like I, I prefer better over bigger.

So that's like our, my philosophy internally essentially is like I, I don't necessarily want to be the biggest.

Right.

I know Victor, he's always touting we're the fastest growing and the biggest and the best.

Like I, I really hone in on that being better thing.

Right.

How can we be better for, for every contractor that comes in, whether it's a small contractor or the bigger contractor, like how can we be the best for them?

It's not about being better than the competition because they're all great.

Right?

So that's better.

I love it.

Yeah.

Quality over the quantity.

Yeah.

There's, you know, there's, we know, we all know there's those massive companies that they're just strictly out there changing boxes and change of boxes and you know, pulling out one appliance or another, but they don't really care for the homeowner, and I'm 100% on the same page.

It's like if we can truly care and show the homeowner that, you know, we do are concerned about their concerns and we're there to, to solve those, you know, that's, that's really what it's all about.

I mean, why did we get into this industry to start with?

You know, most of us got in it to help people and then also, you know, we can make a great income out of it, but oh yeah, if it's just strictly money driven, then we're missing a huge piece.

Oh yeah, there's a, there's definitely a benefit to being, you know, a community based, you know, mindset in there, right?

It's like I've seen so many of my friends benefit from this industry, not just, you know, as, as, as employees, but also as consumers.

Like, you know, going with us and trusting us.

Like, you know, we, we installed our friend system when no one else could get out to him on a certain day.

He ended up having problem months later because, you know, I was still learning.

So like, sure, but what does that look like, right?

It's.

Is this is something that we care about our community.

We were out, we're out there the next day, same day, fixing it like that and, and actually like giving a, telling them, hey, look, like, this is our mistake.

How.

This is how we own it, right?

And like, you would not want to, you know, ruin any relationship and that's how important it is to us.

But you know, I want to ask a little bit about like, what is, what is the, how important to you is like consistency with, with this sales stuff.

I mean, because we have guys.

This is what I see all the time now is we'll have guys that say, hey, I want to do a training and with you guys.

And last year's was great, but I'm like, okay, we did last year's.

And this is, this is a different process this year because now we're going to AC side and, and I was always curious as like what other companies are, are doing when, when it comes to like, you know, having that conversation with, with our clients in general and saying, hey, just so you know, like, it's more than just a one time a year, you know, twice a year type of deal.

It's, it's, what are you doing in between those, you know, to stay consistent, like, what do you guys offer that's, that's helpful, right?

Yeah, absolutely.

Yeah.

That's a great question because, you know, it doesn't matter.

When you're in the event, it's exciting and it's great and you get, you know, you're doing the thing, you know, like a company I was just at their average close rate was like 40% before I showed up.

While I was there, we rocked out 77%.

Yay.

And that's cool.

What happens after like a few weeks.

Right, but after what happens?

Yeah, because the accountability over time.

Are you continuing to execute all those things?

And so, yes, we're seeing those kind of results.

But what, at least what I do with close it now is we offer a virtual program which is.

It's a couple different levels of it, but it's a group accountability.

And it's really fun too because it's.

We can do.

If the owner wants to be exclusively for that one particular company, that's great.

But even cooler is the group one where everyone who.

All the companies that have gone through the process, we get together, we've got some tracking sheets, we've got accountability.

They're building brotherhood between, you know, from talking about different perspectives, completely different markets, big markets, small markets.

And then we've got some metrics that are equalizers to be like, okay, how.

How is everybody performing?

And then it's also creating a culture of, hey, if I personally am not available on the instant, all of these other top producers are.

Throw something in the chat group and somebody will answer your question immediately.

And so, so that's a lot of this ongoing thing that's happening.

I'm writing these down.

Yeah, absolutely, man.

There's nothing, it's important to talk to people that you learn from.

And I think that's, that's why I really wanted to come on is pick your brain a little bit too, right?

Yeah, for sure, man.

Yeah, it's cool.

And then, you know, when you do that kind of thing too, you can have.

It's a good moment to add more training, to add more value.

And then you can have guests come in and talk about specific topics.

But it's staying fresh with what people are seeing in the market.

Because you're trying it.

You're right, you're training six months ago.

If something in the market changes, how do we stay nimble and attack it immediately?

So to get that like really instant response back from what everybody's seeing on a day to day basis.

And then we can adjust training or teach how to overcome that like on the spot so they don't have to go weeks until we finally come up with something.

I think that's really important.

I mean, you're mentioning, you know, the accountability of the groups.

That's, that's definitely clutch.

I mean, I think that's, that'd be a good thing to talk, talk about a little bit too.

Like for us, the ownership is so important, like your leadership essentially.

You know, what, what does that look like?

What does the accountability look like for them?

Right?

Because they're used to, you know, everybody answering to them.

And as a client of ours, we'll always kind of reach out.

Now in the last few, few weeks, I've been thinking about this more and more like how can I help them?

Right?

It's, it's holding them accountable as saying, hey look, you, you paid us great good money to come in and train your company, train your guys and have them be, you know, higher level than what they were started with.

And you're starting to see those numbers dip.

Let's, you know, let me see what your written process is.

Let's, let's kind of build that, build that out together.

Right?

And these are things that we, we'd offer, we offer like as, it's not like an add on.

It's, it's, this is like when you, when you come into us, our, like our company or our program, stuff like that.

It's, you're part of our culture now.

Like, we want to make sure that everyone's going to win.

And I think you guys have the same philosophy.

It's like, how can we invest, take care of you?

Right?

And they're the price to everything, right?

But like the, the, the price for you winning is great.

Greatly outseeds the cost of a ticket to our event, right?

Absolutely.

I think, you know, to me seeing people win and being, you know, holding not just them, their, their guys accountable, but also being held accountable, saying, hey look, you know, you, you brought this program in, you have a process built.

You know, I know that you don't want to use everything in the process, so let's break it down to figure out what makes sense for your company, your market.

Right?

Right.

Like I'm going to teach them everything that we do on a call.

I'm based in Southern California.

Right.

So we have to be urgency based.

We have to really, you know, lead with, with communication and really value because it's competitive.

But it's also, there's no, so there, you know, very little demand.

Right.

So we're relating on these older type systems, you know, of failing and all these, you know, the fomo, all that kind of deal.

But I think it's Important to have the homeowner.

Sorry, Business owners understand that.

Like, and contractors in general saying, hey, look, this is our process for us.

This is how we do a call.

This is what I want my guys to do.

Because I'll have guys come in and say, well, I. I don't want to do that part.

I want everything else but that.

Like, okay, well, let's figure out why.

Why that is.

Let's figure out.

Sure.

The root cause to, like, why.

Why your process is and why.

And sometimes it's just like, oh, well, we don't have addicts.

We have basements.

Okay.

You know.

Well, let me build you a process for that.

Like, we have that.

Yeah, like, for sure.

Yeah.

Yeah.

It's like, why do you want to leave this out?

And is it something that can be left out or just modified?

Right.

Yeah.

Or the guy's like, well, I don't want to look at the heat exchangers.

And like, well, you're losing out.

A lot of money isn't.

And this is why.

Right, Let me.

Sometimes it's just re.

Educating the owners of.

Of those types of deals, right?

So it's like.

Because they'll leave me with their technicians and then they just leave the room.

Right?

So it's like, okay, well, what that.

What I was teaching them was.

Right.

And then sometimes I'll package that and, you know, and sometimes it can be simple as a text or an email.

Right.

But I definitely like to take the more formal approach.

Get them on.

Get them on a call and just kind of work with them and figure out what that is.

And sometimes they just need the help of like, oh, I just.

I want to have it done, but I'm like, let me do it for you, bro.

Like, let me just take care of it for you.

Like, you need a training schedule.

Let me give you that for you.

I'll make it.

I'll make it for you canva myself or.

Or I'll have.

I'll have on my graphic artist take care of it for you.

Make it look like very, very good.

Because I only do.

But I love it, man.

You know, I think there's one more piece to the accountability that.

What we found anyway.

That's really kind of some secret sauce in there is.

And it can be the owner, it can be anybody else.

When.

When you're working with that company directly, recognize who in the group can be the champion for it.

Who can be that person to.

To carry the baton forward when you're not there and be the one that, you know and just basically have everyone engage and, and it's kind of like electro own leader type thing.

But who's going to be the champion for this?

To hold everybody accountable moving forward?

Who's going to coordinate, help coordinate other role play within the group and that kind of thing.

And then that, and then that's a person that is like that contact is like okay, how's everybody doing?

You need me to read so personally what I do and this, I mean nobody, nobody even pays me for this.

I just everybody I've worked with, I built a relationship with.

I've, I literally will text every single person that I've had in a class at one usually across a month or so.

I've basically touched every single person and I'm just always like hey, how's it going?

Any friction points?

Do you need work with this?

And then always those leaders, those champions, it's like hey, how are your people doing?

You know, you guys need support for anything?

How's it going?

Yeah, what's your next training look like?

What do you guys work on?

Right, exactly where your missteps, where your you know, friction points like you mentioned?

Yeah, 100%.

That's great.

I'm happy that because this is, you know, the training side as a formality for me is, is definitely like on the newer end.

I've only been doing it for about two years and, and our first, our lead into it was, was, you know, we did some classes and those are great.

And you know, I started off as technician and I grew through Absolute.

I grew and grew and grew up to different roles and that's why I do what I do now with Victor.

I do it kind of everything with them.

Because with Absolute my role changed.

I mean I moved from, from service technician to install helper to install lead or apprentice and then lead or everyone call it and then into, you know, I've done everything from marketing for the company.

I mean you kind of know it as an owner in a small company and it's growing.

You need to evolve.

And I was his right hand man for the majority of, of Absolute's growth.

And it was definitely, you know, at one point I was just doing technical training every, you know, every morning with the guys at 7am at our shop and then we dispatch at 8 or 9 and that was, you know, that was great.

But when I got into this, the actual training sector, we started off doing videos right.

So and yeah, fortunately those are forever now sealed and you know, and apps and stuff like that.

So you know, but then I never really saw the other side of like what, what this could become and now you know, hearing from you and I'm like I'm happy that you know we're, we're in the right trajectory of, of growing and you know being.

Acting like a, a company that's going to be helping a lot of people in the future and keeping continually growing and so I'm happy to hear that man.

I just wanted to say like, like let you know like everything you're doing is, is giving me you know like ah.

Like okay, we're doing the right thing.

Cool.

I'm not definitely on the right track.

Big step and I can only learn to grow from here.

So.

Very cool.

Yeah.

Love it, love it.

So let's dive a little bit more into.

So what's the specific name for your.

Do you have a name for your tech program or it just, it just falls.

So I mean my tech program is simple.

It's H Vac 101 and there's a few ways you can kind of go about it.

You know we, we all, Victor and me, we both have, we have a whole list of classes for, for September, October, November already kind of out for quarter three, you know slash four.

And those are just two day classes usually in person.

That's it's how you can assume it the best.

Obviously those can be virtual as well.

So if you buy one tickets for your whole company and if it's, if it's in person that it would be per technician seat and then we have discounts built in for our current members, stuff like that.

Sure.

Then I have, I offer like an online coaching platform that leads up to these cities classes.

Right.

So I have an eight week program that basically comes in and I give them two twice a week.

I have, we have early morning phone calls Mondays and Wednesday mornings and then I touch me with them every single.

So Monday is like our like my day where I can go over everything I wanted to kind of help and it's built up through processes like this.

Is that part of the process and move on Wednesdays it's going to be like okay, let's recollect where, where we were at on Monday where you guys are at now for the week of sales and just you know let's do some role play.

Let's figure out what your fiction points are.

And that's my.

Because I, I just wanted to build out the you know, the consistency.

There's some of that new that we've, what we've kind of brought up is like okay, we have these two day classes that everyone loves and rans, raves about.

But that's just, you know, two days and you know, their sales will be great for a month and it teeters off because they, you know, they lose that.

Right.

So I was like, how can I extend that through right?

So I said, okay, out some consistency.

So I have the eight weeks leading up to my class and then I have my class and then I have the following week, my class starts up again for the next eight weeks on a different cycle.

And so you can kind of choose to jump in, in the middle of it and, and do a class or not do a class and just do the coaching online.

That's kind of how I built out my stuff.

Victor does stuff similar.

He did the closer group all summer.

He has a one, one more this Wednesday and those are all recorded and stuff like that that we send out and then, you know, we has.

He has the monthly coaching stuff.

He actually, you know, he brings up coaching for contractors that's completely free for anybody.

It's like a 30 minute distance coaching call.

And you know, if he likes it, he'll just say keep, keep booking these.

I'm, I, you know, I want to help you and they spent your money.

You know, obviously we, you know, we tell our members all the time it's a, it's a great way to kind of get it, you know, get the ball rolling and give you some direction.

Get a taste of what it's like to work with us.

Right?

Yeah.

I mean some people just use it to work with us.

Like that's, that's their entry level.

They're like, hey, I'm too small to buy but I want to, you know, I want to get your info.

And we, we love that because you know, we know it helps.

So.

And you know, sometimes they'll just call people out and say, hey, look, this is what the direction we're going to go.

This is what you need to do next step.

And if you don't do that, then I can't help you, man.

You can't help yourself.

Like this is what, you know, because, and that's great because the market is always changing.

You know, there's retractions contract, you know, all these things in the market that are happening and we have to be able to be, you know, pivotal, pivotal on how we move things.

Right?

So because we are known to go straight, you know, 100%, well, 100 miles an hour.

And that's what we do with absolute.

And we made a lot of mistakes, but we also made quick mistakes and we changed and we changed direction quickly and you know, all those failures and those things that we learned along the way, that's what we put into our programs.

That's like, that's what our blueprint is.

That's, you know, it's all those things to avoid.

This is how you do it, right?

You do it by avoid the pitfalls.

Yeah.

Company.

Right.

So that's a good thing, I think.

It's.

It's learning through trial and error and failures and being.

Then finding success through that.

And it's, it's.

I think that's what makes us so resilient now is, you know, regardless of what the weight is on us, we, we always come through like, like, I'm so amazed.

But you know, the power of your team is so, so impactful and it goes into like your sales teams as well and your service teams.

It's, it's when they rally together and they have this, this common goal and belief.

Like right now we, you know, we've been doing it.

It's.

It's super impactful of, of what the trajectory of a company can be and is going to be and as if you can keep that going and you know, have that.

You mentioned, you know, having a leader, champion for your, your, your own processes and, and your stuff like that is so important and I'm very fortunate I have that and, and I believe in, and trust in it and it's never really, you know, let me astray.

I've only improved my life since being in this trade and I want to help others see that, that side of it.

And you know, the market's been good and bad throughout the entire time and we've just kind of seen all this point and there's nothing different, man.

I wouldn't be scared to be entering the trade.

I wouldn't be scared to growing company or buying company or selling whatever it is because things are going to change as we keep going.

True, man.

And you know, honestly, I've been in the industry for 17 years now and long enough to have seen.

You look good, man.

You look good for that.

Thanks.

You were running ducks, I can tell.

Well, I did for the first few years.

I was definitely that attic rat, man.

I'm only 5 7.

And so that was the guy that, you know every house.

So I'm in Texas too, so it's all addicts.

Every single house, they're like, you see that run over there in the corner?

That's yours.

That's.

Oh man.

Yeah, I've been there too.

I'm A big guy.

I wasn't as big when I first started, but definitely got bigger.

I was like, you know what?

I should probably not go up there anymore.

Yeah, exactly.

But, man.

Yeah, so I've been in this long enough to know one.

Like, you were talking about those mistakes when I'm coaching somebody and I. I can instantly see, you know, where they're gonna, like, fall off the cliff.

And I'm like, listen, this is one of those ask me how I know moments, because I can show you the scar when I fell off that particular cliff.

It's coming.

Let's course direct.

Right.

So very, very similar in the number of experience.

Absolutely.

You know, thousands and thousands and thousands of homes that I've been in.

But, man, this.

So the whole point is, been in the industry long enough to see these cycles of boom and bust and boom and bust and boom and bust.

It's nothing new.

So there's a lot of talk right now about, oh, Covid was awesome, and it was so easy the last few years, and now we gotta really tighten up.

Well, you know, the same thing happened in, you know, 2015, and the same thing happened in 2010, and the same.

So it's just a cycle, you know, every time.

2008 was awful for some people, but also it was the biggest opportunity that, I mean, the company I was with at the time, we.

We had the biggest growth the company had seen in 20 years during 2009, 2010, 2011.

And so it's your mindset and being able to just like, what we're doing here, stay in touch with what's going on.

Don't take it as I need to be scared.

Take it as what are.

What is the opportunity here and how can we maximize the opportunity?

So that's two totally different things.

Right.

So that positive mindset, I think part.

Of that is also like, I, I just.

We've.

We're still pretty young.

I'm 33.

I think I. I want to, like, as a whole, I. I usually embrace the, you know, the more difficult challenges ahead of us.

I think that it makes everyone better.

I think when, you know, especially people sometimes complain about, hey, you know, this private equity company came into our space and they're eating up all our market share.

I'm like, that's only going to help you, I promise you.

It's only pressure around you that's going to turn you into one or two things.

Right?

And it's like, you know, how.

How well you're built for this, this type of role.

I mean, we're very fortunate to be here because, like, the trade in general is so, you know, the people are so hardened with, you know, with a work ethic and mindset of, like, I can do this.

That that's what drives us and that's what makes us better.

That's what makes us, I think, one of the best industries across the board, especially home services.

Like, I love it all, but, you know, it definitely.

It makes us grind out even more when there's.

When there is stuff on top of us and there's weight on our shoulders.

And I think it's only going to make companies better.

It's only gonna make technicians better.

It's only made me better.

I mean, the fact that, right.

The reason why.

Why we are so good at what we do is because of how much pressure that Victor's vision puts on.

On us as a whole.

Right.

So I love it, to be honest.

It's.

It makes.

It drives me to be better because that's what I want my, you know, my family to see, my boys to see and kind of.

I want my kids to see that I can work hard and still have a home life that, that supports them.

And, you know, I'm very blessed to have that.

That role as a, As a coach where I do have flexibility too.

Like, I can work from my computer if I need to, you know, at a baseball game or, you know, whatever it is.

Yeah.

So that's, that's the, the great thing about, you know, working with family and having that, that as your vision, but also the grind on top of it of having that much pressure builds around you as a, As a company, as industry, as a.

As a manager on top of your guys, whatever it is, having that high standard for yourself is, I think that you mentioned that mindset and the positivity.

You can do it.

I promise you.

You're gonna have so many things on top of you throughout your life.

This is, you know, if you break it down, you kind of make it.

Make it a macro or a micro problem for your.

You'll solve it.

I can almost guarantee you that.

You.

You'll figure out some way, you know, or at some point you ask for help and the community in our industry comes together.

And that's.

I've seen that too, and that's been amazing to see.

Oh, yeah.

Oh, my gosh.

Either through you know, hiring a, you know, a company like profit rocket for this, the whatever you're struggling with, or, you know, when we hire co, you can figure it out on your own eventually.

But what happens when you hire a coach or some sort of training is you compress time.

That's the, the one thing that we can't get more of is time.

So we can compress it instead of figuring out over years and years and years like we did.

Right.

If I can show you how to do it in, you know, three months or six months instead of taking 10 years to learn it, what is that opportunity?

The.

The lifetime skill that you just built versus the opportunity lost.

Right.

Even if it costs some money.

So what?

Yeah, absolutely.

I think it's funny you mentioned that, like the, the time and sometimes it's not even like it takes.

It doesn't even take like that long to learn what, what I'm trying to.

We're trying to teach you.

It's like a light bulb clicks.

You know, I think that's, that's like what takes the longest is getting that light bulb to kind of flip over.

Once that light bulb flips over, then.

Then it's like, game over.

Right?

So that's, that's actually what, you know, that's kind of what, what teaching is.

It's like, you know, we're going to do this 100 times on a, on, on a chalkboard.

Right?

And then at some point you're just like, oh, it finally clicks.

Like, oh, I should probably be reading this, not just writing it.

Right.

Like all of a sudden it just clicks in your head like, oh, I probably shouldn't, you know, burn Mrs. You know, William's stuff on her desk.

Okay, now, now I get it.

Exactly.

I will not tell lies.

It's funny you mentioned that.

Right.

Funny you mentioned this.

Just this morning in my.

One of my virtual one on one coaching sessions.

I had that moment with a guy.

So, Nolan, huge shout out to you in Canada.

Yep.

He's in Calgary up there, and they're killing it with falcon.

But we had that moment.

We've coached for a while and all of a sudden we start.

I was like, all right, today is your day.

You've learned the system.

Sell me this pin.

Basically, I'm your homeowner.

Sell me start.

Start from soup to nuts, first beginning to end.

And we're part way through.

And he's like, oh, I get it.

It's like, now the difference is how do we emotionally connect to the homeowner?

Anybody that's not doing that.

If you just go out and measure, you say the words in the script, you measure and offer what the products are.

That's a glorified order taker.

We can train a monkey to do that 100.

Yep.

How do we connect with people?

And that's.

That.

That was the magic moment.

It was so cool this morning.

So I totally get what you're saying.

Yeah, yeah.

Keep on.

Like, you, you know, you have to know the nuts and bolts to it.

You have to have that.

But I always say, like, that's going to be committed to memory.

Like, once we teach you the process, like, you're gonna.

Your body is going to do that naturally.

You're going to talk.

You say all the words, blah, blah, blah.

It's the next level of, like, click.

That light.

You know that that light bulb turns on and, okay, now I'm communicating.

Now I'm connecting.

It's making that connection.

And you're 100% right.

Good job to you, Nolan.

I'm excited to hear about what.

What your, you know, that looks like for you this winter, because it's going to be a good one for you, I can promise you that.

If that's.

If that finally clicked for you, that's.

That's huge, so.

Oh, absolutely.

Yep.

Super stoked.

This is his.

He's coming up on a year in the industry, so he's.

He's gonna be rocking it.

But let's do one thing real quick.

What this podcast is known for is every single episode.

Whoever I have on now, you're.

You're fine.

It's what you do every day anyway.

Every single episode.

If it's just me on solo or if I have a guest, we always try to leave a.

An actionable item, some simple nugget that people can implement immediately.

So since tech, you know, working with text is your specialty, and we've got a lot of selling techs that listen to this podcast, what is something they can start doing right away that will help them in the process?

That'll help just those magic moments, the awareness things.

So I'm going to leave this for, like, the newer technicians out there, right?

Like, guys who just came in.

This is their first.

Their first summer.

If you're not.

If you don't know what your membership benefits are, that, to me was like, is.

Is that.

That's huge to me, right?

So for us, we always tell our guys to commit those to memory from.

From the first week you guys get on board.

And a lot of guys can't do that.

And I realized, like.

Like, okay, you know, okay, well, let's talk about telling a story.

So I would say if you guys can do one thing, this, you know, the kind of actionable item, don't just memorize these Benefits.

I want you to figure out a story that's going to connect them with the homeowner in some way, right?

Whether it's talking about how your 24 hour, you know, 24 hour response time is important to them, make that into a story for the homeowner to understand and realize, like, this is going to be something that you want to, you know, that, that to me is, is important.

So that's all I would say is, is create, create a story.

You know, I think it was some guy talking about, like, you know, stories are going to sell people, facts are going to tell people.

So like, just make sure that you're, you're telling a story with everything you talk about.

But yeah, if you wanted something actionable, take a membership program, talk, you know, flip it over, go through all the benefits of it and find a story, because we're also going to memorize those a lot easier in our head than we will just a regular, a regular benefit.

So that's.

That to me is, is was crucial to helping not only myself, but also my technicians out there.

And that's how a lot of my guys, I lean on membership sales because I think that's like the bread and butter and like the early entry point to a lot of guys becoming.

Having that light bulb click right the first time is like communicating this the right way.

And all of a sudden everything else becomes easier.

The repairs come easy.

I did, I did very well, you know, selling repairs as a technician.

Um, that was the easy part, right?

And then for me, the light bulb clicked when I had to turn the call.

And once I saw that process and what that looked like to, you know, it was like, oh, this is what I should be doing when it's.

This is it.

Yeah.

Years old and I shouldn't be putting in R22, right.

Like, oh.

I love it.

Can you give us an.

Just kind of an example of what you mean by creating a story out of.

Absolutely.

One of the benefits.

So one of the stories we tell with, you know, hey, you know, I have 24 hours priority service guarantee.

That means, you know, you know, when was the last time, you know, you, you called the company and they weren't there with it, you know, and they weren't there, or they took a few times, a few days to get to you, right?

With us, you know, for me, we always say that 24 hours a priority is very important because, you know, so and so, right?

I'll say, what's the story we used to tell with Victor?

He'll say, hey, you Know, for us, it's.

It was.

He had.

He's having a party, you know, for the super bowl, and he tried.

He called his company, and no one could, you know, could get there.

Well, you know, the fact that we're gonna get, you know, we're gonna be there within 24 hours, and if not, then, you know, we're gonna give you this and that.

I think the big.

The bigger thing is, like.

Is when you create the story, you need to put yourself into a position of.

Of It's a pain point for the homeowner.

Right.

So I think that's like, what if you.

If you're going to create it, create it as a pain point.

That's where I would, you know, I would lean on Victor to kind of build out all these things, and that's.

That's what we kind of go off of.

But.

I love it, man.

That's super powerful.

You're right.

It's facts tell story.

Sell this.

Gosh, I train on this so much, and I love that you're hitting on this.

And I always tell people work every time that you can create an analogy to something that people use every day, it try to take it away from, you know, H vac stuff and put it into something they use.

Cars are an easy one.

You know, all the different things we can.

But it.

Use an analogy of something that they touch every day and use, and they'll start to get it.

For me, it's the human body, and I was a medic, like I mentioned before, and.

Yeah.

You know, and that whole.

That whole side of it.

So we say it's like, you know, you know, we're gonna take a pulse of your system, you know, and that's exactly right.

Like, it's.

We're going to relate everything.

This is the heart of your system.

This is you and your compressor.

Imagine, you know, if you were, you know, this is having a hard time.

You can imagine everything else is going to have a hard time.

Right.

So that's 100% accurate.

Analogies are great stories.

Yeah.

Those things are going to help you connect with the homeowner psychologically.

It's going to make them feel more comfortable talking to you about, you know, exactly what you want to get across without coming off as salesy.

And that's exactly what we want to do, is want to build that.

That relationship.

Absolutely.

Yeah.

I love to tell everybody, like, stop being weird and start selling.

Yeah.

Don't shift into that weird, creepy computer voice.

Right.

Sales voice they use.

No, just talk normal.

Be a normal Human being.

Yeah, that's, that's cringey.

Right?

Got it, man.

Oh, so is.

Well, man, I have loved this conversation.

I think it's probably getting close to time to, to land this plane here.

Yeah.

But so let's take a quick minute since this is part of the Profit rocket Growth Summit 2023 speaker series and are you gonna have a role in the, from the platform or when people come to the event and everyone who hasn't gotten your ticket yet, go to the Close It Now Facebook group.

I have a pinned post with a link to buy a ticket in there.

I have been told that I'm going to be on one of, on the sales panel.

So everybody come meet me, come come talk and.

Haven't seen the agenda yet, Mike.

I have, I've been like watching it.

I've been watching it.

It's changing.

It changes every day.

So yeah, I mean I won't be on stages this year.

I usually, you know, sometimes I'll introduce people.

I, I run the back of the, the ship a lot with, with the whole operation side of it.

So I'll be, you know, working with people getting signed up for, for classes or getting them to the right.

The right room for each specific person.

I don't know if you're there last year, but that was, that was a big role of mine but was basically managing the event if people knew me as like a, as the beacon for for profit rocket.

But yeah, absolutely.

Go to, go to the Closer Now Facebook group, find that, that link, put it in there.

If you want to take a, you know, look at more of what, what's at stake as far as like at the event itself.

We have the agenda live at callprofitrocket.com forward/agenda.

I'm very pumped for the event itself.

We put together some stuff that when you go there, you know, you'll have, you have your, you know, your workbooks, necessary stuff I'm building out right now.

And you'll have these things where you'll take actionable items for every single person on stage.

You'll, you'll actually leave there with not just, you know, URA kind of stuff, but actual, you know, items that you can implement in your business.

Day one, we do recommend like this is my big thing is like I try to make it as, you know, and Victor's thing is he, he, he nailed it with these guys because every person coming there has scaled the business has grown, it has seen problems and has corrected it and even on the sales side and from the sales side of having some legends on there versus and also on the ownership side of having even some of like the young guys, like that's so important to us to show people like this is possible for anybody.

I always say, like, if I can do it, you can do it.

Like, this is definitely a trade where you don't have to be, you know, a Harvard law student to kind of, to grasp what we're.

Everything we're gonna, that we're gonna give you or give you stuff that you guys can put in place.

But I would say it's, it's more than just for owners and contractors.

It's actually for, you know, we have a whole track for, for office and dispatch and CSRs that, and accountants.

I mean even that they can learn from.

And we basically have like a map of like where, you know, you should go this class, this class, this class, this class throughout the entire two days or three days.

That, and that's going to be impactful for you.

Same with the service and sales side.

Hey, you're going to go here, here, here and here, right?

And you think that just by getting all that information, you're going to learn and take away so much more than the cost of the tickets even, even valued at in and out, you know, through discounts and stuff.

You can, you know, go through closing now.

And I think you're going to find that it's, it's doable, I promise you.

100.

100.

I love it.

So thanks for that.

So everyone come and if you want to know more about the tech training program, definitely come, reach out, reach out to Mike, come to the event or meet him in person and ask about it.

But besides that, how can they get in touch with you to find out more about that program in the meantime or obviously if they're listening to this after the event?

Yeah, I'm easy.

How do they reach out to you?

Absolutely, you can just email me directly.

Mike callprofitrocket.com it's that simple.

I could even, you know, share, share my email and some information in the group as well in the Facebook chat.

That's fine.

But yeah, absolutely.

I'm an open book.

I don't really.

I think leading with transparency is the biggest thing.

So I'll tell you exactly where, where we're at with everything all the time.

I'm like, they're.

You're usually the first point of contact for a lot of people at Profit Rocket, kind of get some information and so if you have any questions, feel free to reach out.

You can always Visit our website called profferrocket.com there's tons of information on there.

But I would say, you know, email me, it's easy.

Excellent.

Love it.

Also, I'm going to shoot you a link to join the, the Close it now group as well.

So everybody, Mike will be in the group so you can, you can find him in there as well.

If you just can't remember mike@callprofitrocket.com then just hop into the Facebook group.

I will.

He'll be in there as well.

Yeah, for sure.

Assuming most of the listeners are on there as well, I'll be sharing this in our group as well.

So they, they all know me more or less.

Perfect.

Perfect.

Excellent, man.

Well, I love it.

Thanks for, thanks for joining me today, man.

This has been a blast.

I love, I love this, the, the conversation of what do we do when we start and you know, just like how do we get people up to speed?

So, and you heard it here first.

If you have those brand new texts that you want to get up to speed really quickly, this is how you can compress time.

If you don't want them out there wasting your leads and wasting the appointments for a while while they're learning, don't want them learning on your expensive marketed dollars.

Invest in some training and some coaching for them with Mike and get them up to speed much quicker.

That way they can maximize your marketing dollars and that customer acquisition cost.

So.

Well.

All right everybody, this is, this has been a great episode.

I love visiting with people who are at the top of their industry, at the top of the field.

As you know, we always do something a little different here.

We're innovating here.

Close it now.

That's why I've, you know, basically kind of fallen in love with what the guys over at Profit Rocket are doing because I am 100% a believer that anything that's been done the exact same way for over 50 years is ripe for revolution.

So that's what we're doing is we're staying on the cutting edge.

We're leading the charge.

I've, I'm going two weeks from now for everybody, I'm going to drop a little nugget.

I'm going to record something that is not being done in the industry right now at all.

And it's going to change the face of lead generation and make it insanely scalable.

It's been done in other industries and companies have 10, 20, 30, 50x in a matter of just a few years using this method.

So that's All I can say right now because I have signed some documents, but the other part of that nugget is it's probably going to be announced at the Profit Rocket event from the stage because I'm working with somebody who is also going to be one of the speakers there.

So get excited about it.

Everybody pay attention.

It's going to be one of the biggest announcements in the industry this year.

So.

Oh yeah, good stuff.

Everybody can be fun.

Yep, good times.

So everybody get your ticket, get to the event.

Otherwise reach.

You can always reach me at Sam at close it now.net and find the Facebook group.

That's just search Close it now on, on Facebook you'll find it.

Find the Profit Rocket Facebook group.

There's a massive.

It's a massive group.

Wealth of knowledge in there.

Either place, when you have questions, this is what I love about our industry.

Throw your questions in the group.

Both groups, I've noticed, are insanely positive.

There is no negativity within these groups.

Some of the other H Vac Facebook group, well, maybe there's mostly.

We don't allow trolls in the groups.

We'll say that.

Yeah, yeah.

It's not like some of the other groups where you put a question and then you get 85 people tell you how stupid you are for not already knowing.

No, not at all.

Yeah, it's definitely like.

Yeah, for sure.

Both groups, I imagine are.

Are positive growth mindset people, which is awesome.

Yep, you got it.

So find, find the groups, get connected.

We all want to see you grow.

Give us dollars or not, it doesn't matter.

We're all about raising the standard of this industry and how much value we can provide.

So we're going to end this call like we always do.

Everyone.

You go out there, save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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