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

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

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

This podcast isn't just about selling more.

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

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

This is Sam Wakefield.

Well, hey, hey, hey.

Welcome back to the Close it now sales training podcast.

Solar and H Vac sales training.

I am Sam Wakefield, your host for today's episode and I am so excited to have this guest star today.

And I say guest star, he is definitely somebody that you know growing up in the H Vac world and never knew who this dude was or anything about the industry or what he really promotes.

And you're going to find out today that it's, it's a, you're doing yourself a disservice to not learn about canvassing and knocking doors.

The minute that I heard that you can walk around and talk to people and literally make a million dollars a year, it blew my, blew my ever loving mind.

I was like, there's no way people knocking doors could make a million dollars a year.

But sure enough, it happens every single day to hundreds of people in the country if they're willing to put in the work.

And I have on the show today the expert, the number one trainer for canvassing for door knocking.

He is the master of how to build and scale sales companies.

He is a founder of Door to Door Experts.

He's a sales trainer, he is author.

He also hosts Door to Door Con.

If you ever want to go to those events, they are rocking.

I am so excited to have guests today.

Sam Taggart, thank you for joining us, sir.

No, I appreciate you having me on, man.

This is a, it's a pleasure to be here.

And I honestly, H Vac world, I'm like, I, I've consulted a couple H Vac companies and just kind of blow their minds because you know, they're like, I go to my six appointments a week and I'm like, what do you do at the other time of the week?

And they're like, you know, I follow up, I hope for referrals.

My phone rings every once in a while and I'm like, okay.

We're going to change things.

And they're like, no, no, no, we don't want to change things.

I'm like, you do if you want to get to 20 million, 50 million, you know, you want to scale.

There's only so much money you can spend in your market on ads.

Like, you know, you can pump 100 grand a month into ads and there's a, there's a bell curve essentially.

It's like the more money you spend, it actually doesn't effectively give you better lead and roas.

So it's like there's other strategies or verticals and this being one that I found that has helped tremendously a lot of the home service businesses.

H Vac being one.

So cool to be on a platform where they're listening and I'm lots to give.

Love it, I love it.

Well, super excited.

Well let's for everyone who doesn't really know who you are because in the H Vac world, I'll tell you, just growing up in the sentiment is well, we're above door knocking.

Nobody really wants to hear me knock the door.

They're just going to get annoyed if do I actually go do that.

So with that being said, most people probably haven't heard, you know, really heard your name unless they've been exposed to other industries.

So give us a quick, give all the listeners a quick highlight reel of, you know, why should they listen to you and in what we're talking about.

Well, I live in a van down by the river.

Still trying to get out of that life study.

Diet of government cheese, right?

Yes.

Sucking on the government tit right now.

Collecting stamps?

No, I, I've just done door to door since I was 11.

So not like I dropped out of college.

I was like this isn't for me.

All through high school I painted addresses on the curbs and built a little sales team.

11 guys.

We called ourselves the Gutterman.

Then I got Into Alarms in 2008, started selling all over Texas and then I got into solar and I was, you know, I, I built myself in alarms.

I built a big name because I was part of a multi billion dollar company, Vivint.

They have thousands of sales reps all over the country as the top sales rep and you know, then moved into the solar space and was a VP of sales.

Built them to a hundred sales guys all over the country.

Did that for years.

And then about six, seven years ago I started a consulting coaching events mastermind company where we help people really scale their sales leadership and recruiting.

And now we've helped thousands and thousands of sales individuals.

We've helped hundreds and hundreds of companies and personally on site, gone to companies, over 300 of them, whether it's windows, solar, roofing, H vac, you know, our primary industries would probably be roofing and solar and pest control and anyway, so I've hosted big events from 3,000 people at Jordan Peterson and Ed Milette and John Maxwell type people to little ones where we have business boot camps and we bring in know kind of an intimate setting with sales boot camp or a business boot camp where you know, we dive into structures and systems and strategies how to recruit, how to go train, how to go onboard, how to go motivate them.

Because the difference between, you know, if I give you an encounter appointment, Sam, you're going to show up like you're gonna, it's like, hey dude, you have a 6 o' clock with Tiffany and you're like, okay.

And if you don't show up, probably gonna get fired and you're never gonna get leads again.

So you're like, I will do whatever you tell me because I need.

This is what feeds me.

Exactly.

You know, you're like, do you still want leads?

You didn't do good on those leads.

I'm giving them to Tommy.

You're like, no, no, I'll do better, I promise.

You know, that's kind of how most H Vac or window or you know, a lot of these companies are existing.

And I go to a company, I'm like, dude, it's different motivation to motivate a carnivore than motivating an herbivore.

It's different motivation, you know, from a marketing spend versus a zero marketing cost.

But you're in a human development spend, meaning how to recruit, retain, grow talent to then self select to go actually go hunt.

And there's, there's strategy, there's method behind that madness.

There's not just like a culture.

Everybody's like, hey, do you teach culture?

I'm like, no, no, no, I don't teach culture, I teach systems.

And a byproduct of the systems that motivate human development is culture.

And I think a lot of people, you know, like Sam, do you have just some VP or manager that you could send me to then run my door to door program?

And I'm like, oh man, like not Harry Potter.

So, right.

My background is teaching the structure and systems on how to go develop and scale a direct sales program, which is, which is a, a fun, a fun, fun role to be in.

Love it I love it.

That is beautiful.

And so if everyone listening, if you didn't pick up on that, the, the part that really stood out to me specifically to H Vac is, you know, for so long, and this was my mindset as well until I got into it when I jumped over to solar and got in the industry, that's like 90% self generated.

And I'm sitting there going, well, it sells itself.

Why aren't, why isn't everybody calling me and wait a minute, I have to do work now.

And so the mindset is, you know, we're.

What I found out is most H Vac people are just lead babies, you know, just kind of sucking on that tit of the company.

And if it's spring in the fall, I guess I'll drive Uber until it picks up again.

Well, why not keep doing what you're doing, right?

And so talk to us a little bit about the mindset of it.

This is a little bit of education and just exposing people to what the experience is like on the door that have never done it.

So tell us a little bit about the mindset needed and maybe what that, how that experience is not quite as scary once they actually start doing it as they, they think it's going to be.

Yeah, I always say the hardest door is the car door, meaning you.

The struggle is actually not.

It's like skydiving.

Is skydiving hard?

No, of course, no.

You, you, you, you could roll, you could push, you could step out of a plane.

You.

It's called falling.

Like, it's not hard.

It's called falling.

Right, but what's the hard part about skydiving?

Why people?

Why you ask?

Hey, would you go skydiving?

A lot of people like, I'd never do that.

I couldn't do it.

I'm like, yeah, you could.

It's called walking onto a plane.

The plane flies and you fall out.

That's it.

Not hard.

It's the psychology of what's going on behind your head that's hard.

And it's that fear of what if my shoot doesn't work in the 1 in 100 million chance.

What if my, you know, XYZ in your own lizard brain, the amygdala is fight or flight all day and just going, I don't know if I could do this.

And I'm like, that's just conditioning.

Meaning our eyes, our experiences are actually just lying to us.

And so what happens is it's like we're getting, you know, I was talking to my brother in law Last night, went to dinner and they went snorkeling in Hawaii with tiger sharks.

And it was my nieces and nephews and my brother, sister.

And, you know, I got these 12, 13, 14 year old kids jumping.

And he's like, we park the engine.

The sharks would hear the engine.

And I guess they're attracted to noise.

And so all of a sudden the sharks come in and they start circling the boat.

The guide is like, all right, everybody jump in.

And everybody's like, wait, you got to be kidding me.

Circling boat.

And he's like, all right, jump in.

Just don't splash too much.

And imagine that, right?

Like, imagine that where in your head you've been conditioned that sharks are going to bite you and eat you, but really they're not there to eat you.

Like, and, and it wasn't until 10 minutes in that everybody's like, oh, they don't see us as food.

Like, their goal is not to eat us, right?

And I think what happens is when you get out there and you start door knocking, you start to realize like, when somebody's like, get off my property.

And they're just beating you up, you're like, they're not doing it to me.

Their goal is not to, like, be a satanic human being, which sometimes they just tend to be.

The goal is to just have them get you off of property.

And they may respond in a very dick way.

Right?

Sure, yeah.

But you just have to take it as like, I didn't die.

Nobody, like shot me.

They just literally told me to go home.

Like, I can go to the next one.

And it might be the nicest old lady.

It might be the every opportunity.

And when you can get over your own like, like lizard brain and recondition your fight or flight a little bit to just be like, it's not that hard.

It's called walking.

Not like, like raise arm, move three times, Right?

Knocking isn't that hard.

It's actually just getting you to go do it.

And then we talk to people all day and then they're like, why could never do that?

I'm like, you sit in a home, you talk to a waiter, you go, yeah, it's just talk to people.

You're just afraid.

It's just new people.

Yeah, I love it.

I love it.

That's what I found when I jumped over.

And we, you know, we, of course, with the solar company I'm with, we have run blitzes all over and do boot camps and all those kind of things.

And after the first day, it was first half of day.

I'm literally telling all the people I'm with, They're like, why are you so happy?

I'm like, I've been in sales for 15 years and this is the most fun I've ever had.

It's like, I haven't had this much fun talking to all these new cool people in a decade.

And why does everybody do this?

Yeah.

If you say, my goal today is to go make a new friend, and I think more people can have the mindset of, I'm going to go out there, I'm going to make a new friend, then all of a sudden it becomes fun where if you're out there like, I gotta get a sale, I gotta get a sale.

I gotta get a sale.

And you don't get a sale.

You're just like, ah, I'm a failure, I suck.

You're like, I worked eight hours and didn't make a dollar.

Okay, sure.

Absolutely.

Yeah.

It's knowing the numbers, though.

You know, there's so many, so many metrics.

We know that over time you'll get better and it'll work.

Right?

Well, that's where it comes to training.

We're getting, you know, Sam's training, our training, whatever.

I think a lot of people underestimate the power of just, if I could do it the right way, you know, it's like, take, I don't know, mechanics.

And if I tried to go fix my own truck, like, I'd be like, oh, YouTube this.

And I don't know, and I don't have the right tools.

Right.

Like, I'm gonna be like, I gotta somehow take this freaking axle off.

Like.

But I go across the street, there's a car, there's a, I don't know, a mechanic place across the street.

I'm sure if I took it over there and been like, hey, can you show me how to, like, take the axle off and, like, do this?

Or do you have a. Oh, you have an actual lift.

That would have been nice.

So I'm not sitting on the Astro.

Like, oh, oh, that way.

You made that look really easy.

They're like, oh, we've done this like a thousand times.

You're like, oh, that would have saved me a lot of time and energy.

Instead of me sitting there in my driveway on my back trying to take off an act.

You know what I mean?

Like, yeah, you get afraid to ask for help.

We get afraid to train, be afraid to have the right tools and invest in that and yeah, maybe cost me money to have the mechanic fix my truck.

But I, how much more time did I just create?

How much better result did I have?

And it's the same thing with door knocking.

It's, it's just another skill set.

You can become a master at it.

The cool part, like you said at the beginning, is the master's at it.

Like the commissions in H Vac and the commissions in solar and the commissions in a lot of these home services are too good.

The profits are too good not to be selling 1, 2, 3 a day instead of a lot of people are getting complacent doing 1, 2, 3amonth.

And I'm over here like, what are you doing?

Well, they're enjoying the time now to go get a haircut and go hang out at the lake and then they get concentration risk.

When those first two that they did, oh, there's a big commissions for the month, but then one's going to take six months to install and the other one needs a roof and they cancel.

You're like, oh, chickens and eggs, right?

100.

Yep, absolutely.

Man, I love this conversation.

And this is really what I see a big move going on in the industry, in the solar industry because it's so new and also because it's so self generation driven, at least from my perspective.

I see a big move in that industry to move towards kind of marrying some to, to be able to scale better to a lot of other verticals that have a consistent lead generation flow and then combining that with, you know, so like roofing with a track, with all these already trusted in the home, you know, opportunities and then to tie that together and then when we combine that with filling in this inefficiency with, with doors, where, where do you kind of see that going?

I'm super curious.

Leadership, right?

So I know this.

I'm going to take a different angle than probably what most people would assume.

I'd answer this.

It's leadership.

We rise to the level of our leadership, but we fall to the level of our systems.

The problem is most companies, like if I'm an H Vac company and I've got seven employees and I try to have a business development system where I'm banking partnerships and then I have a door to door program and then I have a marketing leads generation program and then I have a follow up dead lead program, I'm like, oh, I'm over here, like so overwhelmed.

Like the reality is the human bandwidth or probably leadership capacity to do a good job in all of those buckets.

If I'm a $40 million company and I've got you know, 17 managers and I've got, you know what I mean?

And, and it's kind of humming on autopilot and I'm over here.

How do I go get more revenue then?

Yes.

Like there's awesome opportunity in cross selling, having multi service verticals.

I've helped countless companies add solar.

Obviously my background was solar and building solar companies and so a lot of roofers, like I speak for gaf, the shingle manufacturing company and I speak for all big conferences and you know, and everybody asked me sa I want to add solar.

It's a new hot sexy girl in the room.

And I'm like no, you don't like doing 2 million in roofs, dude.

Like let me help you get to 10 million.

Either you become a solar company and learn how to sell solar and go be a sell solar dealer and shut down thing or pass your leads to somebody and make a rip.

Like and that's like another thing that people discredit because they're like I'm a business owner, I would never just share my data.

I'm like dude, I'd rather make a thousand bucks on every deal that closes that you didn't have to do anything with then.

So.

And they're selling 20amonth just on your data versus you doing one a month and you're making 5,000 bucks and you're doing one a month and you're still don't know how to sell solar.

Like exactly where people, they do it wrong.

And I could probably give you 60, 70 use cases where I've gone to companies and done it wrong.

10 where they've done it right.

And I'm like okay, so let's just take those statistics.

And I'm like, well there's a lot of things I would tell you not to do.

And I think that people get over ambitious.

But I think having like I own a leads company, we do preset appointments for solar.

Why?

Because if setters all quit or you graduate.

Setter to closer.

Now all of a sudden all the sets went away.

Your lead baby's like where are my appointments?

Like, well, he became a closer.

Like, well when are you going to get a new setter?

I can't just like whip up a new Johnny.

Like Johnny was a stud.

Yeah.

He spent five years learning doors to become a master at it.

Yeah.

I'm like, go find me another Johnny.

Then he's like well I don't know what Johnny.

I'm like okay, then what do you want me to do?

And now he goes two months without Selling because he has no appointments and now he's looking for other jobs.

He's getting offers from other people that are like we got five appointments a day, come here.

He's like oh, okay, I'll go there.

Like.

And that's an issue that we deal with over and over and over again.

And so having some kind of lead generation that is a metronome is smart, right?

So that's why we, we, we own a leads company having a business development system that actually has like a system.

Not just like I have a friend that owns a roofing company.

Send us all your H Vac leads.

Like that's not a system that's like you have a conversation.

A system with like weekly check ins, they're pulling sharing data CRMs with like mutual Google sheets that are status updates with you know, monthly contributions of, of commissions.

Like, like there's a system to that, right?

I think a lot of business ownership don't go deep into that and I think there's a lot of opportunity there.

If I'm me, like I did alarms for years and a lot of the alarm guys are the ones that started the solar door to door programs.

Like if you look at all the, they're all X alarm dudes and if you're like okay, some of them now have actually even found it's easy to knock and sell an alarm and then just oh, and part of this you get solar if you get the whole alarm free as long as you get solar.

And they're like oh really?

And now they sell solar in 15 minutes or 10 minutes instead of a 2 touch hour close and they're pack.

They're like comboing them both at like an 80% adoption rate.

And you're like man, if I was selling three alarms every day, freak.

That's so many more.

You know what I mean?

I'm, I'm doing the math.

So I have satellite guys that have done that.

I have H Vac guys that have done that.

Like so creating good sales systems to cross sell is, is a very, very powerful technique.

Love it.

Height is important.

You're right, it's.

And I think what you said I learned years ago when I was, I've always been super entrepreneurial and learning different things and I found out that I'm really solid with two things at a time.

When I add in a third thing, everything suffers.

And so exactly what you're talking about, that human bandwidth is just so crucial.

And so I'm glad you mentioned that because that's one of the things at least with us, we've got an affiliate program that we really have rolled out not too long ago that we're really promoting.

It's like you get 50% of the commission and 10% of the work.

You don't have to learn it.

Let us do the work.

Let's just share those resources.

It's really been a game changer.

And the business owner that can humbly realize that it's a smart play.

Yeah, absolutely.

I love it, man.

So where do you.

And this is like a kind of a fun question.

Let's go.

Let's hop back into a little more door focus for a second.

You know, where do you see the, the door industry going?

I mean, I, I was reading some things you mentioned, how it's like, you know, 50 times bigger than it was 20 years ago.

You know, there's a lot of, lot of drive there.

But also with people self educating with Google and all those things.

Where do you see the door industry going?

It's adapting.

The door to.

Our industry is forever evolving with AI tech, customers, buying patterns.

Covid played a big, like, you know, Covid did a lot in businesses, like people, the way they think about getting groceries even today.

You know what I mean?

It just was an accelerator.

So what's interesting is I think door to door is only going to grow because people are people and want to be with people.

And when AI does half the selling, when all of things are just simple checkouts, they just naturally get lonely and there's not an experience.

Even though you're talking to some bot and you're like, cool.

It gave me exactly what I need.

Boom.

It was a snap of the finger.

It doesn't take away the fact that I'm sitting in my house and I have no idea how to organize my deck on the back that needs to be structurally engineered and figured out of like, where should we put it?

How should we do it?

So I need a human to come in, show me how to go build my deck that I want to add in my backyard.

Does that make sense?

I need a human.

Like AI could go build the.

But, but it's like, hey, what do you think?

What do you think?

I don't know, what do you think?

Like, we're not going to lose that.

And I think it's only going to get stronger.

And I think that the more and more money that goes into marketing, AI, all this like digital world, the more and more competitive it gets.

So now it's me versus a robot that does a thousand things a second.

And I'm Doing one thing a second.

Good luck.

Marketing is just going to become so much more automated, so much more streamlined, so much more competitive.

The smarter people are going to put more and more money into it.

And I go, good, let them play in that ocean.

Let me go show up to your face and become your friend.

Right?

I love it.

I will beat that freaking AI robot all day.

Any emotional tie, you have no salesmanship.

Yeah, you've got good sales copy but you're not sitting there saying I am your homie.

You can pick up the phone and talk to me whenever you need.

I got you.

I love it.

I love it.

There's that, that I'm so happy you said that because you know I for years one of actually one of the taglines with my podcast is stop being weird and start selling.

And it's like don't use the creepy salesman voice.

Just go out there and have a normal conversation with people.

And I'm so glad you said that because even with there's a move right now in the H vac industry to instead of having the full on sales appointment to just put all of your price book up online and people just select the one they want and then schedule a 10 minute call to get it scheduled.

So there is that happening.

But at the same time it's just like you're saying it's moving away from relationship.

And of course we know cells is the transfer of enthusiasm that's people get emotional.

The logic makes this is the steering wheel but emotion is the gas pedal to take action.

And that's, that's the only way to do that is by having a relationship.

So man, I love it.

I love it.

So that is super powerful question from one of the listeners, a guy named Tony Prim.

He is, is one of our door door champions I guess would say he's just for best practices.

He's like when you're on the doors and you're working on getting better, he's like should you focus on more hitting more doors, more numbers or spend more time on each one and work on that, that closing just that conversation.

So it's kind of a two edged sword question I think.

But like if you were to say is it about quantity or having deeper conversation and you said sam, I have a gun to your head.

I have, you have to pick one of the two.

I would pick quality.

And some people might argue with this because the problem is is if you just focus on quantity you get what put what we call zombie mode.

Zombie mode is when you're just door to Door to door.

And you're knocking the knock.

You're not knocking to sell.

And so when you can help somebody understand, I'm here for quality of an actual conversation.

That's meaning I'm here to get a transaction happening right now with you.

And it's not about getting through the pitch, hoping you're interested, and moving to the next.

You become habitual.

It's like muscle memory.

I'm trying to retrain my partner on how she can hit a golf swing.

And I'm like, dude, your muscle memory is done the wrong way.

We've got to like, recorrect your golf swing.

And it's hard because she'll be like, f this and she'll just go back to her old way and she always tops it.

You know what I mean?

And it's like, no.

Like, and.

And the problem is, is if you just go for quantity, you're going to lose the.

You're gonna create bad habits.

Not expecting to sell.

Because if I don't go out there knocking each door saying, I'm expecting to get you to be my customer, I'm not carrying the bag of no's that came throughout the whole 50 no's that came before you.

I now am expecting you to be 51.

No.

You know what I mean?

And neighbor hoping.

But really my subconscious is telling me you're going to be 52.

Now does that make sense?

I've got to kind of retrain myself to be like, I expect you to be a yes with all enthusiasm, as if everyone in the neighborhood has already told me yes, you're a yes.

And it'd be almost confusing if you told me no, meaning, therefore we're going to have a longer conversation.

And when they do tell you, you're kind of like, what?

Like anyway.

And you just kind of be like, passively persistent, almost surprised.

You're like, well, no, no, let me explain myself.

Maybe I'm not super clear.

Like, I. I haven't fully explained myself because they're just trying to get you off the porch.

You haven't even gotten into any meat and potatoes.

Like, they don't even know what you're talking about yet.

Yeah, that instantly hits you with not interested.

Well, how do you even know?

You don't even know what it is.

Like, I could be literally saying, congr.

Congratulations.

You had the winning lottery ticket.

You just happened to throw it away.

We've been looking all over for you, like, and you're still not interested.

Oh, yeah.

What?

Darn it.

I'll just give it to the neighbor.

It's right here.

It's like, come on bro, let's be real.

Yeah.

Oh, I love it.

I love it.

So when.

So I'd love to do a couple things while we've got you because, I mean, everybody knows you're the expert in this topic.

One of the things that my podcast is known for with every episode is something that's like immediately actionable for the listeners.

So if we could, if you're open to drop in a nugget, both one for like the solar listeners, you know, something that'll help them on the doors right away.

And then there's not a lot of door training for atrac.

So something that those H Vac people can really apply and put into practice would be super helpful.

From like in a specific word track or are you asking from like a strategy?

Maybe a little bit of both.

The word track for sure.

For H Vac specifically, because they just.

Most people have zero clue how to.

In the H Vac world.

They're going to say, hi, I'm Sam, I'm with XYZ company and then kind of, I. I'm not really sure what to say next.

We just installed here and that's kind of it.

And they get lost.

Yeah.

And I.

And I'm going to do the best I can to add as much value right now.

But if you need more, I have an online training center called DDD University.

We have a thousand plus videos from general, like orchestrating pitch stuff for any industry to solar specific, you know what I mean?

Like very, very detailed six years of content creation.

Like very, very in depth.

So did you go look that up?

But in the meantime, it's like very simple.

If I made it's where am I knocking, right?

Like I can pull data of the neighborhood to figure out what is the age of home average H Vac by builder.

And I can then say, okay, cool, I know everyone in this neighborhood.

And this cookie, the other thing was built 15 years ago.

If the H vacs place, they're about due.

So therefore I'm going to target that neighborhood.

Does that make sense?

So like, you know, they do that via mailer.

They probably do that via phone calls and geotargeting.

But what if you just showed up to that neighborhood, right?

Like, okay, all of them were built by the same builder, put in the same Linux was put in the same time.

You know, let's think about this.

So now you're like, okay, I approach that neighborhood like this.

Hey, my job is to actually so.

So everything that I do.

And this is solar and roofing.

I'm just gonna or in H Vac.

I don't go offer.

I'm not selling.

I'm doing what we call a program.

So I would say, hey, my job is these homes are all built by Dr. Horton 15 years ago.

Between 15 and 18 years ago, I'm assuming.

Are you the original homeowner or did you move in more recent?

Oh, moved in more recent.

Cool.

So what we're doing is a reactivation program.

Linux was the one that made all the H Vacs in your neighborhood.

And so what happens is they all had about a 10 year warranty on the labor and the workmanship and they all had about a 15 to 20 year shelf life.

So what I'm doing is I'm incentivizing the first three or four people on your street right now to do the upgrade so that then over the next two to three years as everybody needs to get them upgraded, you're kind of the advocate of the neighborhood to call through us.

So if we can get you guys on our first kind of like first come, first serve basis.

But I'll do a few really down at cost so that we can get you your new H Vac.

You're not out of pocket thousands and thousands of dollars or sitting there one summer day where the H Vac goes out and you're now on a wait list for three weeks with no air conditioning and you're trying to get your fricking air conditioning fixed and everyone else in the neighborhood is trying to get their F and air conditioning fixed.

Because that day will come.

That's just part of being a homeowner.

Just like owning a car, you have to get the oil changed.

You have to, eventually your tires are going to go bad.

That is part of owning a car.

Right.

So you're planning on like having air conditioning, I'm assuming.

Right.

Okay, cool.

So my job is to make it super simple on the money side of things.

Because as long as the money made sense and I gave it to you basically at cost and we incentivize you because you didn't call me waiting for broken H Vac where they know they can gouge you at whatever price.

I came to you, you didn't come to me.

So I gotta bribe it now and then I'll get all your other neighbors later on and they'll pay whatever I charge them because I'm the guy, right?

I'm going to be the H Vac guy in the neighborhood.

So anyway, what I'm doing, I'LL make it super quick.

As long as you qualify for this program.

We have a couple little things to make sure you're qualified.

I'll show you what we got.

Is it cool if I step in real quick?

Oh, perfect.

There's your pitch.

Just record, flip it and repeat.

There you go.

Beautiful, beautiful.

I've never sold that would work.

Sam.

I 100 agree that it would work.

Oh, cool.

100.

We've trained sales a lot and the pitch.

A lot of people would be afraid, but, but let's break this down from solar.

Same thing you have.

You knock, you break preoccupation.

Meaning, right.

I'm Sam.

I'm the one in charge of X.

And then.

And the way I broke preoccupation in this sitting is I simply said, hey, these homes are all built by Dr. Horton between 15 and 18 years ago.

They're all put in the same Linux system.

Are you the original homeowner that bought the home?

Are you somebody that came in like, see what I just did?

I became human.

I'm not like, hi, I'm Sam with H Vac abc and we're offering free inspections on your unit.

And, and I could take a whole different approach on the inspection pitch, which we go down that rabbit hole, which is actually pretty dope.

I got some cool wizard moves.

But we'll say that for sales, come out to one of our sales boot camp.

We have a two day sales boot camp every other month in Utah.

And I would highly, highly recommend because if you're doing it the wrong way, imagine you're like, all my guys right now are going out and doing the whole.

We're offering free inspection.

And I'm like, no, no, no.

There's a whole psychology game to play and we could teach that.

So long story short though, it's a program.

It's like, hey, my job is the.

We called it.

I just made this up.

The reactivation program.

Yeah.

You're like, well, I've never heard of that.

Me neither.

But essentially I'm reactivating the air conditioning units to be up to speed.

Or you could call this like the deficiency coolant program.

And they're like, what the hell is that?

And you're like, yeah.

90 of these units have a X percent degradation of coolant and 95 of homeowners have never even checked their coolant in the last seven years.

So my job is just to make sure that we bring the coolant up to speed.

You know, whatever that is.

Like you really just.

It's a program that then it gives a Justification of why you're there.

Right.

And then I pulled back, right?

Like, I'm like, well, you know, as long as you qualify for this program, like, it's nice we actually help you at cost.

Like, and then that whole I came to you, you didn't come to me.

That line, like, it's huge.

Because it's like, yeah, you're right.

Like, your H Vac goes bad.

You know, it's broken.

What do you do?

You get a new unit.

They sell you a new unit because you're in desperate need of air conditioning.

Your air conditioning is working fine right now.

I'm looking for proactive people that I can make it make sense financially because they already know that this is something that they need to budget for.

They know it's inevitable.

Yeah, absolutely.

Oh, I love it.

And what that does, too, is that it's that takeaway.

It's that that qualifies the.

Hey, we're good because we came to you.

We're offering this at the lower cost because now that justifies that whole conversation.

Now everybody wants to do like, okay, what deal you got?

I'm interested in at least hearing the deal.

Yeah, absolutely.

And listen, I don't even know if your home is going to qualify for the program.

We have to find out to see.

Yeah.

So what, like, hey, what kind of thermostat do you currently have?

Let me take a peek at it and walk in and look at the freaking thermostat.

Yeah.

Then you're in.

Beautiful.

Beautiful.

And this is.

This is something that nobody, Nobody teaches in.

In the H Vac world.

It's.

There's so much inefficiency of time that could be used sitting in people's houses.

The number one value of a closer sitting in a home.

If you're doing anything else that's lower value time.

I can teach people how to get into five to 10 homes every single day as long as they have a work ethic.

Now, if you don't have a work ethic and you're somebody that's just like, I just kind of look, sit on the couch all day, like, play Warcraft.

It's like, nah, dude.

Like, good job being a closer.

Like, I'd call you a appointment catcher and learn a script.

Like, no, I want to go after people that are hungry and they want to make multiple six figures.

Can you do that in H Vac?

Hell, yeah.

Like, absolutely.

And.

And I've helped a lot of.

I've actually helped quite a few H Vac companies.

Like, I went out of Florida One out of Ohio.

But anyway, like would be smart to figure this out.

I agree.

Yeah.

And what happens so many times that I've seen, you know, because of coaching clients all over the United States of Canada is there are plenty of people that do multiple six figures, even seven figures a year on leads from the company, but that are.

That's only a handful of the biggest companies in the country in the biggest markets who can have consistent volume year round because of their ad spend.

What do the rest of the thousands and thousands of people do in the other markets?

They suffer because they haven't learned this skill.

And so that's where.

That's one of the main reasons I wanted to bring you on, is to really be able to share that in any market you can see those types of numbers if you're willing to put in the work ethic and actually learn the skills to generate your own leads.

And of course, for those companies, just like in solar, Celfgen pays way better anyway because there's no marketing dollars involved.

Logical.

Yep.

Absolutely.

Man, you are.

I love this conversation.

You.

I. I cannot wait to.

I commit to attend the sales boot camp at some point because I think.

It'S great come to door to door in January.

I mean, that's our big annual event.

That's a fun one.

Where's that one going to be this year?

Salt Lake.

That's the same place every year.

And I'll.

I mean, by the time this goes out, you'll probably hear we have Sean White, we have Lance Armstrong, Phil Heath, Chris Voss, and we have sick lineup and then 60 workshops.

Like it's a.

It's a fun, fun event.

Heck, yeah.

Yeah.

That's beautiful.

So, man, I.

This is a.

We're flying through my list, man.

What, what else, what else you got for us?

Yeah, I think, I think a big part is recruiting and I think a lot of H Vac people don't think the way that we do.

When I talk about 100 sales guys in a few months, recruiting is the name of the game where I think a lot of them, it's marketing is the name of their game.

So if I look at like I'm in traditional H Vac, let's say I'm in Utah, right.

I got hundreds of H Vac companies here, right.

So they're like, how do I brand myself and get phone calls or spend leads to get people interested?

Well, every time I get one customer, that equals one customer.

Every time I get one new recruit that's willing to be a carnivore that could equal 50 new customers.

Does that make sense?

So, like, if you think about it, can I restructure my mindset to be maybe my marketing dollars go a little bit more towards internal marketing?

When I call it internal marketing, it's to get recruits to motivate those recruits to go, then sell more deals.

The return on that spend tends to be quite a bit greater.

I'm not saying you have to divert and say, I don't know how to do the marketing.

I'm not going to always do the marketing.

But I think a big missing element in business is the element of becoming a badass headhunter and recruiter.

And if I H Vac owner right now and a solar owner, I would say biggest skill set I need to develop would be recruiting.

And that could help a lot of people in this space.

And what's cool is like, like, you just said you got into an industry and you're like, man, I didn't realize that this was so lucrative.

This is so good, like, guarantee.

If I went to the Sherwin Williams guy across the street right here and asked him, I was like, hey, are you happy being the dude managing this paint store?

He would say, yeah.

And I'd be like, okay, but like, how much?

What's your growth path?

What's like your income opportunity?

And, you know, it's in 10 years when that guy dies and maybe I open up another store, but it's cool.

Is that what your goals are in life?

If it is, great.

If it isn't, like, I'd love to show an opportunity where I literally feel confident because of my training, because of this, because of that, that I can help you get there, like this year.

And that is a cool ability in H Vac and solar and all these industries that we're in.

The opportunity is there.

The opportunity is there.

We just gotta go tell the story and share it.

I love it.

I love it.

Thank you for that.

That is.

That is crucial.

Last week, I actually interviewed a guy named Victor Rancour.

I don't know if you've heard of him, but he just.

He grew an H vac company in Southern California from zero to over 40 million a year in four years.

So his.

That was one of the things he mentioned as well, is like, become a good recruiter because that's the only way we can leverage our time.

You know, that's start to leverage your time and investment by having, you know, having more people boots on the ground especially.

So, yeah, that's.

That's crucial.

And so, I mean, the solar company that, that I'm with, you know, they, they.

We've really got that down that we went from 500 to over 15,000 in about 9, 10 months with the, with the affiliate program that we rolled out and then the scaling and it's, I mean it's dramatic the changes.

What that does for a team when you have that many new boots that are carnivores, that are hungry.

Right.

Not everybody's going to do something, but when it's commissioned then you can train it and scale it out and the ones that do rise to the top.

And so 100 agree that the missing piece in the, in, in Atrax especially is the only way to scale that, that to that degree is by having more people.

You know, you can have all the investment in marketing and then leads that nobody's running or have no leads.

And that's a great way to get on this.

People go out and find them.

Love it.

Man, this is great.

So yeah, so I think that's.

We've about run our time here, about time to land this plane here pretty quick.

But man, I appreciate you being on.

This is a, an honor for me to get to just kind of chop it up with you and pick the brain of the, the door master, you know, master himself.

So.

Like I said, H Vac is a, is a opportunity in its own and our two worlds connect door to door in H Vac it's.

That's deadly.

I did that to a lot of roofing companies.

A lot of roofing companies are pretty traditional solar kind of grown up and door to door a little bit.

And so some of that strength.

But like I'm telling you guys, like reach out, find me on Instagram at the same Taggart or at DDD experts, you know, go research us on Google or whatever, reach out.

Like I'm here to help.

Whether it's come to one of our events, whether it's get coaching, whether it's get our online stuff, whether it's.

And I'm not trying to be salesy right now.

I'm just simply saying like I, I really am passionate and it's, it's sad when I see a company.

I'm like man, like just tweak this, tweak this, tweak this and boom, they double.

And it's like how long have you been going?

Oh, four years.

What if I would have came four years ago?

You know what I mean?

Yeah, like.

And so I, I just, it's sometimes such a minor tweak and it's missing information.

It's not necessarily, you know a matter of skill or will.

It's, it's.

We just don't have the information of how to do it and, and so love it.

So do you work directly with companies or is it on more of a scaled basis?

I have a few clients.

There's a wait list to that but I have a team of experts and they work heavily involved with a lot of companies and but yeah, I mean there, there's a, a way I can work directly for sure.

We run a CEO mastermind.

It's got you know, 95 business owners that are in this world.

I mean we do a lot of cool stuff.

So just reach out like whether it's personally or one of my experts here to help.

Love it.

I love it.

So.

So you just gave everybody a couple of different ways to contact you.

I know one thing that you mentioned we want to highlight is that the, the sales boot camp that's coming up this next month and those so those run every couple months and door to door con which is going to be was awesome every year.

The speakers are.

I haven't personally had the chance to attend yet but that will be, that will definitely is in the plans for the future.

And man I'm really excited to take doors to heating and air because I 100% agree with you.

It's one of the missing pieces to give us a little bit of kind of a story or two of how you've helped like roofing companies scale by adding doors into it and just to give everybody a little bit of an idea of what that could potentially look like in their eight track companies.

Yeah.

Like DNM Roofing out of Omaha for example 100 marketing now we're 90% doors.

You know they've now expanded to Houston, other markets and you know to see them go from kind of son took over or grandson took over grandpa's business traditional like old time company there to now a savage hunting business to where they're doing I think 15 million or so.

You know two years later where 95 self generated.

Right.

So it's like the bottom line, the profit margin so much greater anyway so that'd be like a small one where even like CMR they're a big one.

They did 250 million last year.

We took them from 150 to 250.

So that's like a big project and it was just implementing the right competitions, the right motivating systems, the right recruitment strategies to get more body counts, to get more you know, competitiveness, to get more hustle.

You know, that's like anywhere from the little guy to the big 100 millions.

Love it.

I love it.

And that's, that's something that carries through to everybody.

Listening is the concepts are the same.

The, the, the process and it rises and falls with the systems, just like Sam was saying at the beginning.

And this, the leadership and the systems will determine everything.

And so everyone highly recommend reach out to Sam.

And also I'm going to be doing a big series on doors coming up.

If you're listening, everyone listening to the podcast.

I've definitely, I've personally knocked thousands of doors at this point as well.

So I'm studying it.

We're gonna, we're gonna do a lot of training on it.

But 100 reach out to Sam and Door to Door experts go to the events.

You cannot duplicate in courses and online what you can get at an event.

The energy, the passion.

You can literally say the same thing before an event and after event and get different results just because your certainty and your conviction is different.

When you can walk into a room and see hundreds and thousands of people who are multiple six figure and seven figure earners from knocking doors and it just blows your mind that wow, this is actually possible.

So you can go back and have that certainty that it works and it's a way to scale a business.

So yeah, absolutely.

Well, that's our episode for today.

Thanks for hanging out with us.

And so again, it's the Sam Instagram is at the Sam Taggart.

Right.

And what were the other ways to contact you?

What's the website to go to?

Door to experts d2d experts.com Perfect.

Simple as that.

Sorry everybody.

Thanks for listening today.

I hope you got some value from this.

I know I did.

And we'll end this like we always do.

Go save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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